Account Executive – Advisory Services

Coalfire Systems

Coalfire is an EEO employer. We celebrate diversity and are committed to respecting one another, embracing individual differences, and creating an inclusive environment for all employees.

About Coalfire

Coalfire is on a mission to make the world a safer place by solving our clients' hardest cybersecurity challenges. We work at the cutting edge of technology to advise, assess, automate, and ultimately help companies navigate the ever-changing cybersecurity landscape. We are headquartered in Denver, Colorado with offices across the U.S. and U.K., and we support clients around the world.

But that's not who we are - that's just what we do.

We are thought leaders, consultants, and cybersecurity experts, but above all else, we are a team of passionate problem-solvers who are hungry to learn, grow, and make a difference.

Position Summary

Accomplished solution-oriented Account Executive with demonstrated success in selling cybersecurity services to Enterprise accounts. The primary focus of this Account Executive will be growing and protecting a current set of Coalfire services within a defined set of accounts with a focus on Coalfire Advisory services. In addition to expanding key existing client relationships, this individual contributor will also be responsible for new logo hunting and new client acquisition through outbound efforts and responding to inbound leads. This role comes with experience in developing and navigating complex account planning/strategies to help them solve some their Cyber Security and Compliance challenges. This role will be able to position Coalfire Advisory services with their customers leveraging best in class resources and cross-functional teams to grow strategic accounts.
What You'll DoDevelop and drive business development initiatives that align with our current and future cybersecurity portfolio service offeringsResponsible for creating and executing a quarterly business development plan and process, including coordination of all necessary internal and external resources to identify and secure business opportunitiesPrepare quarterly review on business prospects and market conditions to ensure revenue and resources are aligned with business goalsBuild working relationships cross-functionally with project management team, delivery team, and marketing to ensure coordination of efforts and good communication with all partiesEstablish a repeatable process for deal review, approval, and deal executionSupport building market awareness internally and externally for our Cybersecurity portfolio service offeringsMake an impact to Account Management, including account planning, client procurement, meeting follow-up, pipeline development, opportunity pursuit, contract negotiation, risk management, proposal and Statement of Work (SOW) development, and revenue goalsEngage with clients in strategic discussions to provide best in class Cybersecurity / IT Strategy and industry guidance to maximize client's long-term business objectivesDevelop strong and lasting relationships with client executives, effectively engage new business and position the account for follow on security and risk advisory engagementsDevelop and maintain contact with top decision makers at key clients; organize and lead pursuit teams; participate and lead aspects of the proposal development process; contribute to the development of proposal pricing strategiesLead client-facing management Security Strategy and Planning sessions and formal proposal presentationsMaintain customer strategy and direction while collaborating with internal teams, leveraging sales tools such as SalesforceContribute to problem-solving sessions with the project team, consulting team, and client representatives on a regular basisDevelop business with new buyers and business units within existing accountsMarketing Qualified Lead management from origination of lead through lead qualification to lead conversion to new opportunityWhat You'll Bring7+ years of experience with direct sales or account management in a B2B sales environment, preferably selling professional services to the mid-market and enterprise spaceProven history of quota attainment, forecast accuracy, pipeline generation, and prospecting new businessProven expertise in cybersecurity, GRC (FedRAMP, SOC, ISO, HIPAA/HITRUST), and/or cloud technologyMust be able to work with a hunter's mentality within existing accountsDemonstrated superior ability to develop and lead relationship-building activities with C-Level executives, including CISO, CIO, CEO, CFO, COO, CPO, Business Executives, and GRC leadersExcellent presentation, verbal, and written communication skillsExceptional closing skillsStrong strategic thinking, analytical, and leadership skillsThe ability to solve complex technical problems and remove obstacles diplomatically, with little supervisionAbility to travel up to 30% on a monthly basisBachelor's degree (four-year college or university) or equivalent combination of education and work experienceBonus Points Desire and ability to understand and relate complex product technology, services, strategy, and directionCCSKSolution SellingForce ManagementMEDDPICCProficiency in Salesforce, Zoominfo, LinkedIn Sales Navigator, and OutreachThe salary range listed is a reasonable estimate of the compensation range for this role based on national salary averages. The actual salary offer to the successful candidate will be based on job-related education, geographic location, training, licensure and certifications and other factors. You may also be eligible to participate in annual incentive, commission, and/or recognition programs.
Why You'll Want to Join Us

At Coalfire, you'll find the support you need to thrive personally and professionally. In many cases, we provide a flexible work model that empowers you to choose when and where you'll work most effectively - whether you're at home or an office.

Regardless of location, you'll experience a company that prioritizes connection and wellbeing and be part of a team where people care about each other and our communities. You'll have opportunities to join employee resource groups, participate in in-person and virtual events, and more. And you'll enjoy competitive perks and benefits to support you and your family, like paid parental leave, flexible time off, certification and training reimbursement, digital mental health and wellbeing support membership, and comprehensive insurance options.

At Coalfire, equal opportunity and pay equity is integral to the way we do business. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. Coalfire is committed to providing access, equal opportunity, and reasonable accommodation for individuals with disabilities in employment, its services, programs, and activities. To request reasonable accommodation to participate in the job application or interview process, our Human Resources team at .

Bonus Points

Why you'll want to join us

Equal employment opportunity, including veterans and individuals with disabilities.

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