Account Executive - Compliance Sales

Coalfire is looking for a dynamic, results-driven Enterprise Account Executive to drive growth within strategic accounts and spearhead new client acquisition efforts. In this role, you’ll own a portfolio of enterprise clients, with a focus on expanding and protecting Coalfire’s Compliance services. You'll operate with a hunter mindset—navigating complex buying cycles, building executive relationships, and driving revenue across existing and net-new logos.

Responsibilities

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; 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; 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

6+ 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%

Nice to have

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

Benefits

Flexible work model; Paid parental leave; Flexible time off; Certification and training reimbursement; Digital mental health and wellbeing support membership; Comprehensive insurance options; Opportunities to join employee resource groups; Opportunities to participate in in-person and virtual events