[Hiring] Account Executive - Compliance Sales @Coalfire

Role Description

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.

What You'll Do

• New Business Development:
  • 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.
• Account Growth & Retention:
  • 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.
• Sales Strategy & Execution:
  • 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.
• Client Engagement & Advisory:
  • 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.
• Sales Operations & Forecasting:
  • 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.

Qualifications

• 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%.

Bonus Points

• 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

• Competitive salary range: $88,000 - $150,000 a year.
• Flexible work model that empowers you to choose when and where you’ll work most effectively.
• Paid parental leave.
• Flexible time off.
• Certification and training reimbursement.
• Digital mental health and wellbeing support membership.
• Comprehensive insurance options.

Company Description

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 headquartered in Chicago, Illinois with offices across the U.S. and U.K., and we support clients around the world.