Account Executive - Compliance Sales

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 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

What You'll Bring

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