Account Executive – Compliance Sales

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

📋 Description

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

• Create, qualify, and advance the sales pipeline through outbound prospecting, demand generation, referrals, and incoming leads.

• Formulate consultative sales techniques customized to client needs, key stakeholders, and their purchasing processes.

• Seek new client opportunities and cultivate business relationships with new buyers and divisions within existing accounts.

• Oversee strategic accounts and prospects by utilizing account strategies, stakeholder maps, opportunity priorities, and account planning.

• Foster long-term relationships with client executives and influential decision-makers.

• Recognize and pursue opportunities for expansion, upselling, cross-selling, renewals, and follow-up initiatives.

• Manage the complete sales cycle, from discovery and solution positioning to proposal, pricing, negotiation, closure, and transition to delivery.

• Coordinate or lead procurement, proposal development, Statement of Work drafting, pricing strategy, contract negotiations, and risk management.

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

• Facilitate client-facing security strategy sessions, planning workshops, and formal proposal discussions.

• Act as a trusted advisor on issues related to cybersecurity, compliance, IT strategy, technology risk, and industry priorities.

• Conduct executive-level presentations, workshops, proposal meetings, and high-impact client engagements.

• Collaborate with internal teams including sales operations, sales solutions, delivery, project management, marketing, and legal.

• Ensure accurate tracking of opportunity, pipeline, account, activity, and forecast data in Salesforce and other designated sales tools.

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

• Monitor performance metrics against quotas, bookings, revenue, renewals, and other team-specific goals.

⛳️ Requirements

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

• A track record of achieving or surpassing sales quotas, bookings, or revenue goals.

• Consistent history of generating pipeline and maintaining forecast accuracy.

• Demonstrated ability in both hunting for new business and farming existing accounts, including acquiring new logos and expanding accounts.

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

• Proven experience in building and nurturing relationships with C-suite executives and senior stakeholders in business, technology, cybersecurity, risk, or compliance.

• Exceptional consultative selling, strategic planning, account management, negotiation, presentation, verbal, written, and closing skills.

• Strong strategic thinking, analytical capabilities, leadership qualities, judgment, and critical-thinking skills.

• Ability to comprehend complex technologies, services, strategies, and business objectives, and translate these into compelling client solutions.

• Aptitude for tackling complex problems, diplomatically removing obstacles, and working with minimal supervision.

• Proficiency in Salesforce and other sales productivity tools.

• Bachelor’s degree from a four-year institution or an equivalent combination of education and experience.

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

🏝️ Benefits

• Flexible work arrangements, allowing for remote work or office options.

• Paid parental leave.

• Flexible time off policies.

• Reimbursement for certifications and training.

• Membership for digital mental health and wellbeing support.

• Comprehensive insurance coverage options.

• Access to employee resource groups.

• Opportunities to participate in both in-person and virtual events.

• Eligibility for annual incentives, commissions, and/or recognition programs.