Account Executive - AI, Cloud and Compliance Advisory

Coalfire; United States; Hybrid; USD 90,000 - 150,000; Full time

Benefits offered by this job

Flexible work model

Parental leave

Training reimbursement

Wellbeing support

Comprehensive insurance

Job summary

Coalfire is seeking an accomplished Account Executive to grow and protect a current set of services within enterprise accounts, with a focus on Coalfire Advisory. The role includes new logo hunting, outbound prospecting, and navigating complex account plans to solve cybersecurity and compliance challenges.

You’ll lead cross-functional collaboration, build executive relationships, drive proposals and pricing strategies, and guide clients toward long-term security outcomes.

Qualifications

• 6+ years of direct sales or account management in a B2B environment, preferably Enterprise.
• Proven track record of quota attainment, forecast accuracy, and pipeline generation.
• Cybersecurity, GRC (FedRAMP, SOC, ISO, HIPAA/HITRUST), AI and/or cloud tech expertise.
• Ability to engage C-Level executives (CISO/CIO/CEO) and influence decision makers.
• Willingness to travel up to 30% and build executive relationships.

Responsibilities

• Develop and drive business development initiatives aligned with our cybersecurity portfolio.
• Create and execute a quarterly business development plan with internal/external resources.
• Prepare quarterly reviews of prospects and market conditions to align revenue with goals.
• Build cross-functional relationships with PM, delivery, and marketing teams for coordinated efforts.
• Establish a repeatable process for deal review, approval, and execution.
• Support market awareness for our cybersecurity offerings beyond the sales team.
• Lead account management activities: planning, procurement, pipeline, pricing, SOW, and revenue goals.
• Engage clients in strategic discussions to maximize long-term security objectives.
• Develop relationships with client executives to position for follow-on engagements.
• Lead pursuit teams through proposal development and pricing strategies; present to executives.
• Maintain customer strategy with internal teams and Salesforce; problem-solve with project teams.
• Grow business with new buyers in existing accounts and manage MQL-to-opportunity flow.

Skills

Account Executive

Enterprise sales

Cybersecurity

Relationship building

C-Level engagement

Presentation skills

Travel 30%

Education

Bachelor’s degree or equivalent

Tools

Salesforce

LinkedIn Sales Navigator

Outreach

Job 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.

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

Accomplished solution-oriented Account Executive with demonstrated success in selling cybersecurity services to Enterprise accounts. The primary focus of this Account Executive will be growing and protecting a current set of Coalfire services within a defined set of accounts with a focus on Coalfire Advisory services. In addition to expanding key existing client relationships, this individual contributor will also be responsible for new logo hunting and new client acquisition through outbound efforts and responding to inbound leads. This role comes with experience in developing and navigating complex account planning/strategies to help them solve some their Cyber Security and Compliance challenges. This role will be able to position Coalfire Advisory services with their customers leveraging best in class resources and cross-functional teams to grow strategic accounts.

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

Accomplished solution-oriented Account Executive with demonstrated success in selling cybersecurity services to Enterprise accounts. The primary focus of this Account Executive will be growing and protecting a current set of Coalfire services within a defined set of accounts with a focus on Coalfire Advisory services. In addition to expanding key existing client relationships, this individual contributor will also be responsible for new logo hunting and new client acquisition through outbound efforts and responding to inbound leads. This role comes with experience in developing and navigating complex account planning/strategies to help them solve some their Cyber Security and Compliance challenges. This role will be able to position Coalfire Advisory services with their customers leveraging best in class resources and cross-functional teams to grow strategic accounts.

What You’ll Do

• Develop and drive business development initiatives that align with our current and future cybersecurity portfolio service offerings
• Responsible for creating and executing a quarterly business development plan and process, including coordination of all necessary internal and external resources to identify and secure business opportunities
• Prepare quarterly review on business prospects and market conditions to ensure revenue and resources are aligned with business goals
• Build working relationships cross-functionally with project management team, delivery team, and marketing to ensure coordination of efforts and good communication with all parties
• Establish a repeatable process for deal review, approval, and deal execution
• Support building market awareness internally and externally for our Cybersecurity portfolio service offerings
• Make an impact to Account Management, including account planning, client procurement, meeting follow-up, pipeline development, opportunity pursuit, contract negotiation, risk management, proposal and Statement of Work (SOW) development, and revenue goals
• Engage with clients in strategic discussions to provide best in class Cybersecurity / IT Strategy and industry guidance to maximize client’s long-term business objectives
• Develop strong and lasting relationships with client executives, effectively engage new business and position the account for follow on security and risk advisory engagements
• Develop and maintain contact with top decision makers at key clients; organize and lead pursuit teams; participate and lead aspects of the proposal development process; contribute to the development of proposal pricing strategies
• Lead client-facing management Security Strategy and Planning sessions and formal proposal presentations
• Maintain customer strategy and direction while collaborating with internal teams, leveraging sales tools such as Salesforce
• Contribute to problem-solving sessions with the project team, consulting team, and client representatives on a regular basis
• Develop business with new buyers and business units within existing accounts
• Marketing Qualified Lead management from origination of lead through lead qualification to lead conversion to new opportunity

What You’ll Bring

• 6+ years of experience with direct sales or account management in a B2B sales environment, preferably selling professional services to the mid-market and enterprise
• Proven history of quota attainment, forecast accuracy, pipeline generation, and prospecting new business
• Proven expertise in cybersecurity, GRC (FedRAMP, SOC, ISO, HIPAA/HITRUST), AI, and/or cloud technology
• Demonstrated superior ability to develop and lead relationship-building activities with C-Level executives, including CISO, CIO, CEO, CFO, COO, CPO, Business Executives, and GRC leaders
• Excellent presentation, verbal, and written communication skills
• Exceptional closing skills
• Strong strategic thinking, analytical, and leadership skills
• Critical thinking skills to determine the best solution out of multiple “correct” options
• The ability to solve complex technical problems and remove obstacles diplomatically, with little supervision
• Must be able to work with a hunter’s mentality within existing accounts
• Ability to travel up to 30% on a monthly basis
• Bachelor’s degree (four-year college or university) or equivalent combination of education and work experience

Bonus Points

• Desire and ability to understand and relate complex product technology, services, strategy, and direction
• CCSK
• Experience with Solution Selling, Force Management, and MEDDPICC
• Proficiency in Salesforce, Zoominfo, LinkedIn Sales Navigator, and Outreach

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 [e-mail] .

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.