Account Executive - AI, Cloud and Compliance Advisory

Coalfire is on a mission to make the world a safer place by solving our clients’ hardest cybersecurity challenges. We work at the cutting edge of technology to advise, assess, automate, and ultimately help companies navigate the ever-changing cybersecurity landscape. We are thought leaders, consultants, and cybersecurity experts, but above all else, we are a team of passionate problem-solvers who are hungry to learn, grow, and make a difference.

Responsibilities

Develop and drive business development initiatives that align with our current and future cybersecurity portfolio service offerings; Responsible for creating and executing a quarterly business development plan and process, including coordination of all necessary internal and external resources to identify and secure business opportunities; Prepare quarterly review on business prospects and market conditions to ensure revenue and resources are aligned with business goals; Build working relationships cross-functionally with project management team, delivery team, and marketing to ensure coordination of efforts and good communication with all parties; Establish a repeatable process for deal review, approval, and deal execution; Support building market awareness internally and externally for our Cybersecurity portfolio service offerings; Make an impact to Account Management, including account planning, client procurement, meeting follow-up, pipeline development, opportunity pursuit, contract negotiation, risk management, proposal and Statement of Work (SOW) development, and revenue goals; Engage with clients in strategic discussions to provide best in class Cybersecurity / IT Strategy and industry guidance to maximize client’s long-term business objectives; Develop strong and lasting relationships with client executives, effectively engage new business and position the account for follow on security and risk advisory engagements; Develop and maintain contact with top decision makers at key clients; organize and lead pursuit teams; participate and lead aspects of the proposal development process; contribute to the development of proposal pricing strategies; Lead client-facing management Security Strategy and Planning sessions and formal proposal presentations; Maintain customer strategy and direction while collaborating with internal teams, leveraging sales tools such as Salesforce; Contribute to problem-solving sessions with the project team, consulting team, and client representatives on a regular basis; Develop business with new buyers and business units within existing accounts; Marketing Qualified Lead management from origination of lead through lead qualification to lead conversion to new opportunity

Requirements

6+ years of experience with direct sales or account management in a B2B sales environment, preferably selling professional services to the mid-market and enterprise; Proven history of quota attainment, forecast accuracy, pipeline generation, and prospecting new business; Proven expertise in cybersecurity, GRC (FedRAMP, SOC, ISO, HIPAA/HITRUST), AI, and/or cloud technology; Demonstrated superior ability to develop and lead relationship-building activities with C-Level executives, including CISO, CIO, CEO, CFO, COO, CPO, Business Executives, and GRC leaders; Excellent presentation, verbal, and written communication skills; Exceptional closing skills; Strong strategic thinking, analytical, and leadership skills; Critical thinking skills to determine the best solution out of multiple “correct” options; The ability to solve complex technical problems and remove obstacles diplomatically, with little supervision; Must be able to work with a hunter’s mentality within existing accounts; Ability to travel up to 30% on a monthly basis; Bachelor’s degree (four-year college or university) or equivalent combination of education and work experience

Nice to have

Desire and ability to understand and relate complex product technology, services, strategy, and direction; CCSK; Experience with Solution Selling, Force Management, and MEDDPICC; Proficiency in Salesforce, Zoominfo, LinkedIn Sales Navigator, and Outreach

Benefits

Flexible work model that empowers you to choose when and where you’ll work most effectively – whether you’re at home or an office; Opportunities to join employee resource groups; Participate in in-person and virtual events; Competitive perks and benefits; Paid parental leave; Flexible time off; Certification and training reimbursement; Digital mental health and wellbeing support membership; Comprehensive insurance options