Account Executive - DivisionHex

About the role

Coalfire is actively seeking a seasoned sales professional to join the DivisionHex team with the primary mission of driving robust growth within both offensive and defensive cybersecurity service lines. The successful candidate will own a defined territory encompassing enterprise and mid-market accounts, balancing the dual objectives of acquiring new business while simultaneously deepening penetration within existing client relationships. This role requires a proactive approach to identifying untapped opportunities and maximizing the lifetime value of the client base. You will be responsible for translating complex security value propositions into clear, compelling narratives that resonate with executive stakeholders. Success in this position will be measured by your ability to build trust and credibility with senior leadership, positioning DivisionHex as a strategic advisor rather than just a vendor. You will leverage a consultative sales methodology to uncover client pain points and architect solutions that align with their business objectives. Ultimately, you will act as the primary point of contact for driving revenue and ensuring client satisfaction within your portfolio.

Key facts

What you'll do

• Prospect for new business and expand the DivisionHex footprint within existing Coalfire accounts by identifying key decision-makers and economic buyers.
• Develop and execute quarterly business plans that outline specific activities and milestones to meet or exceed sales bookings quotas.
• Collaborate with pre-sales solution architects, delivery teams, and marketing to manage the full sales cycle from initial discovery through to closure.
• Lead in-depth client strategy sessions to diagnose security challenges and present tailored recommendations for risk mitigation.
• Author and refine proposal documents and Statement of Work (SOW) components to ensure accuracy, compliance, and alignment with client expectations.
• Present comprehensive security solutions to C-suite executives, including Chief Information Security Officers, Chief Information Officers, and Chief Technology Officers.
• Manage complex opportunity pipelines, maintain rigorous account planning, and provide accurate revenue forecasting to support organizational goals.
• Coordinate internal cross-functional resources to ensure seamless deal execution, service delivery readiness, and adherence to scope and timelines.
• Utilize advanced pipeline management techniques to prioritize opportunities and maintain a healthy flow of qualified leads.
• Conduct competitive analysis to understand market positioning and adjust sales strategies accordingly to maintain a competitive edge.
• Build and maintain a robust network of C-level contacts to ensure a consistent flow of referrals and new business opportunities.
• Leverage data and insights to refine sales approaches, optimize conversion rates, and identify trends within the cybersecurity marketplace.

Requirements

• Possess 6+ years of direct B2B sales or account management experience specifically within the cybersecurity sector.
• Demonstrate a consistent history of meeting annual bookings targets and maintaining highly accurate sales forecasts and reporting.
• Hold a Bachelor degree or possess an equivalent combination of relevant education and professional experience.
• Exhibit the ability to travel 25% to 50% of the time to meet client needs and attend industry functions as required.
• Show a strong, up-to-date understanding of current cybersecurity market trends, competitive landscapes, and evolving business models.
• Prove a track record of effectively communicating with and building trust-based relationships with C-level leadership across multiple organizations.
• Display strong written and verbal communication skills capable of articulating complex technical concepts to non-technical audiences.
• Maintain the ability to work independently and as part of a collaborative team in a fast-paced, dynamic sales environment.

Nice to have

• Bring 2 to 3 years of specific experience selling managed security services and consulting engagements to enterprise clients.
• Maintain an existing network of C-level contacts within relevant industry verticals who can act as references or referral sources.

Practical notes

This position operates within a flexible work model provided by Coalfire, allowing for a remote or office-based work arrangement based on team and client needs. The standard work schedule requires availability during core business hours. Travel requirements are capped at 50% of the time, ensuring a balance between client engagement and administrative duties. Coalfire offers a comprehensive benefits package that includes paid parental leave, flexible time off policies, certification and training reimbursement programs, and access to digital mental health support resources. The company maintains a firm commitment to equal employment opportunity and actively encourages diversity within the organization. For reasonable accommodation requests during the application or interview process, individuals are instructed to contact HumanResourcesMB@coalfire.com to discuss specific needs and required adjustments.