Account Executive - AI, Cloud and Compliance Advisory

About the role

Coalfire seeks an experienced Account Executive to expand and protect existing client relationships while also pursuing new business. This role focuses on Coalfire's Advisory services, helping enterprise clients address cybersecurity and compliance challenges. The ideal candidate will develop complex account strategies and collaborate with internal teams to deliver solutions.

Key facts

What you'll do

• Drive business development initiatives aligned with current and future cybersecurity service offerings.
• Create and execute quarterly business development plans, coordinating internal and external resources.
• Prepare quarterly reviews on market conditions and business prospects to align revenue and resources.
• Build cross-functional relationships with project management, delivery, and marketing teams.
• Establish a repeatable process for deal review, approval, and execution.
• Promote market awareness for the cybersecurity portfolio internally and externally.
• Manage accounts, including planning, client procurement, pipeline development, and contract negotiation.
• Engage clients in strategic discussions, offering IT strategy and industry guidance.
• Develop lasting relationships with client executives and secure follow-on engagements.
• Maintain contact with top decision-makers, lead pursuit teams, and contribute to proposal development.
• Lead client-facing security strategy sessions and formal proposal presentations.
• Maintain customer strategy and direction while collaborating with internal teams using Salesforce.
• Participate in problem-solving sessions with project teams, consultants, and clients.
• Develop new business within existing accounts and manage marketing qualified leads.

Requirements

• 6+ years of direct sales or account management experience in B2B sales, preferably selling professional services to mid-market and enterprise.
• Demonstrated history of achieving quotas, accurate forecasting, pipeline generation, and prospecting.
• Expertise in cybersecurity, GRC (FedRAMP, SOC, ISO, HIPAA/HITRUST), AI, or cloud technology.
• Proven ability to build relationships with C-Level executives (CISO, CIO, CEO, CFO, COO, CPO, Business Executives, GRC leaders).
• Excellent presentation, verbal, and written communication skills.
• Exceptional closing skills.
• Strong strategic thinking, analytical, and leadership abilities.
• Critical thinking skills to identify optimal solutions among multiple options.
• Ability to solve complex technical problems and remove obstacles with minimal supervision.
• Must possess a hunter's mentality within existing accounts.
• Ability to travel up to 30% monthly.
• Bachelor's degree or equivalent combination of education and work experience.

Nice to have

• Desire and ability to understand and communicate complex product technology, services, strategy, and direction.
• CCSK certification.
• Experience with Solution Selling, Force Management, and MEDDPICC methodologies.

Skills & tools

• Salesforce
• Zoominfo
• LinkedIn Sales Navigator
• Outreach

Practical notes

• Flexible work model available, allowing choice of work location.
• Benefits include paid parental leave, flexible time off, certification and training reimbursement, digital mental health support, and comprehensive insurance.
• Coalfire is committed to equal opportunity and pay equity. Reasonable accommodation for disabilities is available upon request.