Account Executive - Compliance Sales

Coalfire is a cybersecurity company focused on solving clients' toughest challenges. They are seeking a dynamic Enterprise Account Executive to manage a portfolio of enterprise clients, drive growth within strategic accounts, and lead new client acquisition efforts, particularly in their Compliance services.

Responsibilities:

• Manage a defined set of enterprise accounts with the goal of expanding Coalfire’s presence across services and capabilities
• Develop deep relationships with existing clients to understand evolving business needs and identify upsell/cross-sell opportunities
• Achieve a minimum renewal rate of 90% across assigned accounts through proactive engagement and exceptional client service
• Lead outbound prospecting and demand generation efforts to acquire new enterprise clients (net-new logos)
• Qualify and follow up on inbound leads in collaboration with marketing and business development teams
• Build and execute multi-touch sales strategies that leverage personalized messaging, consultative conversations, and high-value engagements
• Develop and maintain strategic account plans, including stakeholder mapping, opportunity prioritization, and pursuit strategies
• Drive the full sales cycle from initial discovery and solution positioning to proposal development, pricing, negotiation, and close
• Collaborate with internal teams (delivery, marketing, legal) to align resources and deliver a seamless buyer journey
• Serve as a trusted advisor to enterprise clients, engaging in high-level cybersecurity and compliance strategy discussions
• Lead client presentations, workshops, and proposal meetings with executive-level stakeholders
• Stay current on industry trends, regulatory changes, and emerging technologies to provide informed recommendations
• Maintain accurate pipeline and forecast data in Salesforce, ensuring visibility into deal progress and revenue projections
• Prepare and present quarterly business reviews and account updates to leadership
• Establish and follow a repeatable process for deal review, lead qualification, and pipeline progression

Requirements:

• 7+ years of successful experience in enterprise B2B sales or account management, preferably in cybersecurity, compliance, or technology consulting with a strong record of quota attainment
• Demonstrated track record of consistently exceeding multi-million dollar annual quotas
• Proven success selling complex solutions to C-suite stakeholders (CISO, CIO, CFO, etc.)
• Skilled in strategic planning, consultative selling, and navigating long sales cycles
• Strong communication, negotiation, and closing skills
• A hunter mentality with experience in both account expansion and new logo acquisition
• Proficiency in Salesforce and other sales tools/platforms
• Bachelor's degree (four-year college or university) or equivalent combination of education and work experience
• Must be able to travel up to 50%
• Background in cybersecurity, compliance, GRC, cloud security, or IT risk management
• Knowledge of frameworks like FedRAMP, PCI, SOC, ISO, HITRUST, etc
• Prior experience in a high-growth or fast-paced consulting or services environment