Account Executive – SecOps, Wiz 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 pipeline opportunities through outbound prospecting, demand generation, referrals, and incoming leads.

• Formulate consultative sales approaches customized to client needs, stakeholder involvement, and purchasing processes.

• Target new logos and foster relationships with new buyers and business units within current accounts.

• Oversee strategic accounts and prospects by employing account strategies, stakeholder maps, opportunity priorities, and account plans.

• Cultivate long-lasting relationships with client executives and key decision-makers, including C-suite leaders.

• Recognize and pursue opportunities for expansion, upselling, cross-selling, renewals, and follow-on services across Coalfire’s offerings.

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

• Direct or coordinate procurement, proposal creation, Statement of Work development, pricing strategy, contract negotiations, and risk management.

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

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

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

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

• Collaborate with sales operations, sales solutions, delivery, project management, marketing, legal, and other internal departments.

• Maintain precise opportunity, pipeline, account, activity, and forecast data in Salesforce and other authorized sales platforms.

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

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

⛳️ Requirements

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

• Proven track record of meeting or surpassing quota, bookings, or revenue goals.

• Consistent history of pipeline development and accurate forecasting.

• Demonstrated experience in acquiring new logos and expanding accounts within enterprise, mid-market, or strategic sectors.

• Background in selling complex solutions that involve lengthy or multi-stakeholder purchasing cycles.

• Experience in establishing and nurturing relationships with C-suite 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 skills, leadership qualities, judgment, and critical thinking capabilities.

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

• Capacity to solve intricate problems, diplomatically remove barriers, and operate with minimal supervision.

• Proficient in Salesforce and other sales productivity tools.

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

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

• Additional qualifications include experience in selling enterprise cybersecurity solutions, Google SecOps, Wiz, cybersecurity consulting, managed services, professional services, compliance, GRC, cloud security, IT risk management, cybersecurity frameworks and standards, sales methodologies such as MEDDPICC, CCSK certification, ZoomInfo, LinkedIn Sales Navigator, Outreach, and experience in high-growth consulting or services environments.

🏝️ Benefits

• Flexible work model enabling remote work or office-based options.

• Paid parental leave.

• Flexible time off policy.

• Reimbursement for certification and training expenses.

• Membership for digital mental health and wellness support.

• Comprehensive insurance plans available.

• Access to employee resource groups.

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

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