Account Executive – Compliance Sales

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

📋 Description

• Direct outbound prospecting and demand generation efforts to secure new enterprise clients.

• Assess and follow up on inbound leads in collaboration with marketing and business development teams.

• Develop and implement multi-touch sales strategies.

• Oversee enterprise accounts to enhance Coalfire’s services and capabilities.

• Cultivate client relationships and pinpoint upsell and cross-sell opportunities.

• Attain a minimum renewal rate of 90% across assigned accounts.

• Create strategic account plans, stakeholder maps, and pursuit strategies.

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

• Work collaboratively with delivery, marketing, and legal teams.

• Provide guidance to enterprise clients on cybersecurity and compliance strategies.

• Lead presentations, workshops, and proposal meetings with executive stakeholders.

• Maintain Salesforce pipeline and forecast data accurately.

• Compile quarterly business reviews and account updates for leadership.

• Establish repeatable processes for deal reviews, lead qualification, and pipeline progression.

⛳️ Requirements

• A minimum of 6 years of successful experience in enterprise B2B sales or account management.

• Preferably experienced in cybersecurity, compliance, or technology consulting with a proven record of meeting quotas.

• History of consistently exceeding multi-million-dollar annual quotas.

• Proven success in selling complex solutions to C-suite stakeholders, including CISOs, CIOs, and CFOs.

• Experience in strategic planning, consultative selling, and long sales cycles.

• Excellent communication, negotiation, and closing abilities.

• Track record of expanding existing accounts and acquiring new clients.

• Proficient in Salesforce and other sales tools/platforms.

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

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

• Bonus: Background in cybersecurity, compliance, GRC, cloud security, or IT risk management.

• Bonus: Knowledge of FedRAMP, PCI, SOC, ISO, or HITRUST frameworks.

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

🏝️ Benefits

• Flexible work model.

• Employee resource groups.

• Opportunities for in-person and virtual events.

• Paid parental leave.

• Flexible time off.

• Reimbursement for certification and training.

• Membership for digital mental health and wellbeing support.

• Comprehensive insurance options.

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