The Role
Drive enterprise cybersecurity sales by acquiring new clients, expanding strategic accounts, managing complex sales cycles, and achieving revenue targets. Responsibilities include prospecting, account planning, executive relationship management, solution positioning, proposal and contract negotiation, forecasting, MEDDPICC-based pipeline management, and coordinating internal teams. The role sells cybersecurity, compliance, cloud security, managed services, and consulting solutions while advising clients on technology risk and security priorities.
Summary Generated by Built In
About Coalfire
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.
But that’s not who we are – that’s just what we do.
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.
Position Summary
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 (Audit & Advisory) and/or Division Hex Cybersecurity services including Offensive Security, Defensive Security, and Managed Services. You'll operate with a hunter mindset—navigating complex buying cycles, building executive relationships, and driving revenue across existing and net-new logos.
The Account Executive operates with a hunter mindset and serves as a consultative partner to client executives with a focus on enterprise, mid-market, or emerging accounts depending on team assignement. The role requires the ability to navigate complex buying cycles, understand business and cybersecurity priorities, position the right Coalfire solutions, and lead opportunities from initial discovery through proposal, negotiation, close, and follow-on growth. Success depends on strong executive relationships, disciplined account planning, accurate forecasting, and effective collaboration with cross-functional teams.
What You'll Do
- Create and execute quarterly business development plans that align with Coalfire’s current and future cybersecurity portfolio and revenue goals.
- Generate, qualify, and progress pipeline through outbound prospecting, targeted demand-generation activities, referrals, and inbound leads.
- Develop and execute multi-touch, consultative sales strategies tailored to client priorities, stakeholders, and buying processes.
- Pursue new logos and develop business with new buyers and business units within existing accounts.
- Coordinate the resources required to identify, qualify, advance, and secure opportunities.
- Manage a defined set of strategic accounts and prospects, maintaining clear account strategies, stakeholder maps, opportunity priorities, and account plans.
- Build trusted, long-term relationships with client executives and key decision-makers, including C-suite, business, technology, cybersecurity, risk, and compliance leaders.
- Identify and pursue expansion, upsell, cross-sell, renewal, and follow-on opportunities across Coalfire services and capabilities.
- Understand evolving client needs and position solutions that support the client’s business, cybersecurity, compliance, and risk objectives.
- Maintain customer strategy and direction while coordinating account activity across internal teams.
- Drive the full sales cycle from discovery and solution positioning through proposal development, pricing, negotiation, close, and transition to delivery.
- Lead or coordinate account pursuits, including client procurement, proposal development, Statement of Work development, pricing strategy, contract negotiation, and risk management.
- Establish and follow repeatable processes using MEDDPICC methodology for lead qualification, deal review, approval, pipeline progression, and deal execution.
- Organize and lead pursuit teams and ensure opportunities advance with the appropriate resources, decisions, and next steps.
- Lead client-facing security strategy, planning, workshop, and formal proposal sessions as appropriate to the opportunity.
- Serve as a trusted advisor in strategic discussions related to cybersecurity, compliance, IT strategy, technology risk, and industry priorities.
- Communicate complex services and solutions clearly to technical, product, infrastructure and business owners.
- Lead executive-level presentations, workshops, proposal meetings, and other high-value client engagements.
- Stay current on cybersecurity market trends, regulatory developments, emerging technologies, industry participants, and evolving business models.
- Contribute to problem-solving sessions with client representatives, consulting teams, project managers, delivery teams, and other subject-matter experts.
- Partner effectively with sales operations, sales solutions team, delivery, project management, marketing, legal, and other internal teams.
- Coordinate resources to deliver a connected, professional buyer experience.
- Build market awareness for Coalfire’s cybersecurity portfolio both internally and externally.
- Provide timely context, feedback, and client intelligence to teams supporting solution development, delivery, and go-to-market activities.
- Maintain accurate opportunity, pipeline, account, activity, and forecast data in Salesforce and other approved sales tools.
- Demonstrate forecast accuracy, disciplined pipeline management, and consistent progression of qualified opportunities.
- Prepare and present quarterly business reviews, account updates, prospect reviews, and market assessments to sales leadership.
- Track performance against assigned quota, bookings, revenue, renewal, and other team-specific objectives.
New Business Development:
Account Growth, Retention, and Strategy:
Sales Strategy & Execution:
Client Engagement & Advisory:
Cross-Functional Collaboration:
Sales Operations and Forecasting
What You'll Bring
- Proven experience selling enterprise cybersecurity solutions, including security operations platforms (Google SecOps) and cloud security technologies (Wiz).
- Six or more years of successful experience in direct B2B sales or account management, preferably in cybersecurity, professional services, technology consulting, compliance, or a related environment.
- Demonstrated success achieving or exceeding quota, bookings, or revenue targets, with a consistent history of pipeline generation and forecast accuracy.
- Proven experience with hunting and farming, both new-logo acquisition and account expansion in enterprise, mid-market, or strategic accounts.
- Experience selling complex solutions through long or multi-stakeholder buying cycles.
- Demonstrated ability to build and lead relationships with C-suite and senior business, technology, cybersecurity, risk, or compliance stakeholders.
- Strong consultative selling, strategic planning, account planning, negotiation, presentation, verbal, written, and closing skills.
- Strong strategic thinking, analytical ability, leadership, judgment, and critical-thinking skills.
- Ability to understand complex technology, services, strategy, and business objectives and translate them into compelling client solutions.
- Ability to solve complex problems, remove obstacles diplomatically, and work with limited supervision.
- Proficiency with Salesforce and other sales productivity tools.
- 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
- Experience selling cybersecurity consulting, managed services, professional services, compliance, GRC, cloud security, IT risk management, or related solutions.
- Knowledge of cybersecurity frameworks and standards such as FedRAMP, PCI, SOC, ISO, HIPAA, or HITRUST.
- Established relationships with C-level decision-makers and relevant industry networks.
- Experience using sales methodologies or frameworks such as Solution Selling, Force Management, or MEDDPICC.
- Relevant certifications such as CCSK.
- Experience with ZoomInfo, LinkedIn Sales Navigator, Outreach, or comparable sales and prospecting platforms.
- Experience working in a high-growth, fast-paced consulting or services environment
Why You’ll Want to Join Us
At Coalfire, you’ll find the support you need to thrive personally and professionally. In many cases, we provide a flexible work model that empowers you to choose when and where you’ll work most effectively – whether you’re at home or an office.
Regardless of location, you’ll experience a company that prioritizes connection and wellbeing and be part of a team where people care about each other and our communities. You’ll have opportunities to join employee resource groups, participate in in-person and virtual events, and more. And you’ll enjoy competitive perks and benefits to support you and your family, like paid parental leave, flexible time off, certification and training reimbursement, digital mental health and wellbeing support membership, and comprehensive insurance options.
At Coalfire, equal opportunity and pay equity is integral to the way we do business. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. Coalfire is committed to providing access, equal opportunity, and reasonable accommodation for individuals with disabilities in employment, its services, programs, and activities. To request reasonable accommodation to participate in the job application or interview process, contact our Human Resources team at [email protected].
Skills Required
- Proven experience selling enterprise cybersecurity solutions, including Google SecOps and Wiz
- Six or more years of successful direct B2B sales or account management experience
- Consistent success achieving or exceeding quota, bookings, or revenue targets
- Experience generating new logos and expanding existing strategic accounts
- Experience selling complex solutions through long or multi-stakeholder buying cycles
- Experience building relationships with C-suite and senior business, technology, cybersecurity, risk, or compliance stakeholders
- Strong consultative selling, strategic planning, account planning, negotiation, presentation, communication, and closing skills
- Ability to understand complex technology and business objectives and translate them into client solutions
- Ability to solve complex problems and work with limited supervision
- Proficiency with Salesforce and other sales productivity tools
- Bachelor's degree or equivalent combination of education and work experience
- Ability to travel up to 50%
- Experience selling cybersecurity consulting, managed services, professional services, compliance, GRC, cloud security, or IT risk management
- Knowledge of FedRAMP, PCI, SOC, ISO, HIPAA, or HITRUST frameworks and standards
- Experience with Solution Selling, Force Management, or MEDDPICC
- Relevant certification such as CCSK
- Experience with ZoomInfo, LinkedIn Sales Navigator, Outreach, or comparable platforms
Coalfire Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Coalfire and has not been reviewed or approved by Coalfire.
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Leave & Time Off Breadth — Flexible paid time off and paid parental leave are prominently offered, with remote/WFH support enabling time away when workload allows.
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Healthcare Strength — Comprehensive medical, dental, vision, wellness resources, and an EAP are part of the core package. Carrier coverage and plan options are regularly highlighted across employer materials.
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Retirement Support — A company‑matched 401(k) is included alongside other financial and development perks. This retirement benefit is consistently featured across benefits overviews.
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The Company
What We Do
Coalfire is the cybersecurity advisor that helps private and public sector organizations avert threats, close gaps, and effectively manage risk. By providing independent and tailored advice, assessments, technical testing, and cyber engineering services, we help clients develop scalable programs that improve their security posture, achieve their business objectives, and fuel their continued success. Coalfire has been a cybersecurity thought leader for more than 20 years and has offices throughout the United States and Europe.
