Major Account Executive

Coalition; United States; Remote; USD 180,000 - 320,000; Full time

Benefits offered by this job

Medical coverage

Life insurance

25+ paid holidays

Annual home office stipend

Pension contribution

Wellness programs

Job summary

Coalition, the world’s first Active Insurance provider, seeks a Major Account Executive to own and grow strategic enterprise accounts. You’ll run complex, multi-threaded sales cycles into security-conscious committees, closing multi-year commitments in a competitive market while coordinating with channel partners.

You will speak the threat model fluently to CISOs and CFOs, navigate procurement and legal reviews, and drive renewals and expansion across large organizations.

Qualifications

• 8+ years of closing experience in enterprise cybersecurity/SaaS.
• Close deals upwards of $1M ARR with 6+ month sales cycles.
• Experience navigating vendor risk assessments and SOC 2 / ISO 27001 diligence.
• Able to defend technical claims under scrutiny from security buyers.
• Experience structuring and closing multi-year contracts, not just renewals.

Responsibilities

• Own and grow a book of major/strategic accounts, managing 6–9 month cycles.
• Navigate multi-stakeholder buying committees across security, IT, legal, procurement, and exec sponsors.
• Partner with Solutions Architects to run live evaluations and proofs-of-concept.
• Structure and negotiate enterprise contracts, with a bias toward multi-year terms.
• Build a business case addressing risk reduction and ROI for buyers.
• Maintain accurate forecasting and pipeline hygiene for long-cycle high-ACV deals.
• Prioritize Customer Success to mitigate renewal risk for large accounts.

Skills

Enterprise cybersecurity sales

Closing multi-year contracts

Sales cycle management

Job description

Описание:

Coalition is the world's first Active Insurance provider designed to help prevent digital risk before it strikes. Founded in 2017, Coalition combines comprehensive insurance coverage and innovative cybersecurity tools to help businesses manage and mitigate potential cyberattacks. Opportunities to make an impact with bold thinking are real—and happening daily at Coalition. We're looking for a Major Account Executive to own and grow a book of strategic enterprise accounts. This is a role for someone who can run complex, multi-threaded sales cycles into security-conscious buying committees (CISO, CIO, procurement, legal, and often the board) and close 3-year enterprise commitments in a competitive, incumbent-heavy market, while navigating channel partners (e.g. VARs and Distributors). You'll be selling into organizations where a security failure is existential, where the buying process is genuinely adversarial by design, and where trust is earned through technical credibility and long-term relationships, not charisma. If you've sold into security teams before, you know this isn't a "build rapport and close" motion — it's proving you understand the threat model as well as the buyer does.

Задачи:

• Own and grow a book of major/strategic accounts, running the full cycle from qualification through multi-year contract negotiation and close
• Navigate multi-stakeholder buying committees — security, IT, legal, procurement, and executive sponsors — building consensus across functions with genuinely competing priorities
• Partner with technical presales Solutions Architects to run live technical evaluations and proof-of-concepts that hold up under real scrutiny from technical buyers
• Structure and negotiate enterprise contracts, with a strong bias toward multi-year (3-year) terms
• Build and defend a business case that speaks fluently to both risk reduction (CISO language) and ROI (CFO language) — you need both, not one
• Maintain accurate forecasting and pipeline hygiene on long-cycle (6–9 month), high-ACV deals
• Prioritize Customer Success for account health, since renewal risk on an account this size is a shared problem, not a handoff

Требования:

• 8+ years of closing experience in enterprise cybersecurity/SaaS
• Demonstrated ability to close deals upwards of $1M ARR or more and 6+ month sales cycles
• Track record of navigating security-specific procurement: vendor risk assessments, SOC 2 / ISO 27001 diligence, security questionnaires, and legal review cycles that are more adversarial than typical SaaS procurement
• Comfort being technically challenged in a room — you don't need to be an engineer, but you need to hold your own when a CISO pressure-tests your claims
• Experience structuring and closing multi-year contracts, not just annual renewals
• A hunter mentality — use relationships & partnerships to find leverage to close deals and this role rewards depth and judgment over sheer volume

Условия:

• 100% medical coverage, including outpatient care
• Life insurance
• 25+ paid holidays
• Annual home office stipend
• 7% employer pension contribution
• Mental and physical health wellness programs like Headspace, Wellhub Competitive compensation and opportunity for advancement

Work at Coalition is centered on the joint mission to Protect the Unprotected. We have built a remote-first, highly inclusive culture that welcomes people from diverse backgrounds. We trust each other to take responsibility, share ownership of outcomes, and put in the work together to protect businesses from digital risk. Coalition’s exceptional growth stems from its ability to address real-world problems for organizations of all sizes while remaining true to our founding values of character, humility, responsibility, purpose, authenticity, and inclusion. We’re always looking for collaborative, inquisitive individuals to join #OurCoalition. Visit our Newsroom >