Account Executive – Compliance Sales

This is a fully remote position, open to applicants in United Kingdom.

📋 Description

• Develop and implement quarterly business development strategies that align with Coalfire’s cybersecurity offerings and revenue objectives.

• Generate, qualify, and advance the sales pipeline through outbound prospecting, demand generation, referrals, and inbound inquiries.

• Design and execute multi-touch, consultative sales approaches customized to meet client needs and purchasing processes.

• Target new clients and expand business with additional buyers and business units within current accounts.

• Coordinate resources to identify, qualify, progress, and secure sales opportunities.

• Manage strategic accounts and prospects using account strategies, stakeholder maps, priority opportunities, and account plans.

• Cultivate long-term relationships with client executives and key decision-makers.

• Identify and pursue opportunities for expansion, upselling, cross-selling, renewals, and follow-on engagements across Coalfire services.

• Position solutions that support clients’ business, cybersecurity, compliance, and risk management goals.

• Oversee the entire sales process from discovery and solution positioning to proposal, pricing, negotiation, closure, and transition to delivery.

• Lead or coordinate account pursuits, procurement, proposal development, Statements of Work, pricing strategies, contract negotiations, and risk management efforts.

• Utilize the MEDDPICC methodology for qualification, deal assessments, pipeline advancement, and execution.

• Organize and lead pursuit teams alongside client-facing security strategy sessions, planning workshops, and proposal discussions.

• Act as a trusted advisor on matters of cybersecurity, compliance, IT strategy, technology risk, and industry priorities.

• Conduct executive presentations, workshops, proposal meetings, and high-stakes client interactions.

• Keep abreast of cybersecurity trends, regulatory changes, emerging technologies, industry players, and business models.

• Collaborate with consulting teams, project managers, delivery teams, subject-matter experts, sales operations, marketing, legal, and other internal stakeholders.

• Maintain precise opportunity, pipeline, account, activity, and forecasting data in Salesforce and other approved sales tools.

• Prepare and deliver quarterly business reviews, account updates, prospect evaluations, and market analyses.

• Monitor performance against quotas, bookings, revenue, renewals, and other key objectives.

⛳️ Requirements

• A minimum of six years of successful experience in direct B2B sales or account management, ideally within cybersecurity, professional services, technology consulting, compliance, or similar fields.

• Proven track record of meeting or surpassing quotas, bookings, or revenue benchmarks.

• Established history of pipeline development and forecast accuracy.

• Demonstrated expertise in both hunting and farming, including acquiring new logos and expanding accounts in enterprise, mid-market, or strategic sectors.

• Experience selling complex solutions through lengthy or multi-stakeholder buying cycles.

• Proven capability to build and maintain relationships with C-suite and senior stakeholders in business, technology, cybersecurity, risk, or compliance.

• Strong consultative selling, strategic planning, account management, negotiation, presentation, communication, and closing skills.

• Excellent strategic thinking, analytical skills, leadership, judgment, and critical thinking abilities.

• Ability to comprehend intricate technology, services, strategies, and business goals, translating them into compelling client solutions.

• Capacity to resolve complex issues, diplomatically navigate obstacles, and work with minimal supervision.

• Proficiency with Salesforce and other sales productivity tools.

• Bachelor’s degree (four-year college or university) or equivalent combination of education and experience.

• Willingness to travel up to 50% of the time.

• Bonus: Experience in selling cybersecurity consulting, managed services, professional services, compliance, GRC, cloud security, IT risk management, or related solutions.

• Bonus: Familiarity with cybersecurity frameworks and standards such as FedRAMP, PCI, SOC, ISO, HIPAA, or HITRUST.

• Bonus: Established connections with C-level decision-makers and relevant industry networks.

• Bonus: Experience utilizing Solution Selling, Force Management, or MEDDPICC methodologies.

• Bonus: Relevant certifications such as CCSK.

• Bonus: Familiarity with platforms like ZoomInfo, LinkedIn Sales Navigator, Outreach, or similar sales and prospecting tools.

• Bonus: Experience in a high-growth, fast-paced consulting or services environment.

🏝️ Benefits

• Flexible work model that enables employees to determine when and where they perform best.

• Access to employee resource groups.

• Opportunities for in-person and virtual events.

• Paid parental leave.

• Flexible time off policies.

• Reimbursement for certifications and training.

• Membership for digital mental health and wellbeing support.

• Comprehensive insurance options.

• Commitment to equal opportunity and pay equity.

• Reasonable accommodations for individuals with disabilities.