Account Executive - Compliance Sales

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.

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 and Advisory 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.

• 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,…