Account Executive - Compliance Sales
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 Chicago, Illinois 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
Coalfire is looking for a dynamic, results-driven Enterprise Account Executive to drive growth within strategic accounts and spearhead new client acquisition efforts. In this role, you’ll own a portfolio of enterprise clients, with a focus on expanding and protecting Coalfire’s Compliance services. You'll operate with a hunter mindset—navigating complex buying cycles, building executive relationships, and driving revenue across existing and net-new logos.
What You'll Do
- New Business Development:
- Lead outbound prospecting and demand generation efforts to acquire new enterprise clients (net-new logos)
- Qualify and follow up on inbound leads in collaboration with marketing and business development teams
- Build and execute multi-touch sales strategies that leverage personalized messaging, consultative conversations, and high-value engagements
- Account Growth & Retention:
- Manage a defined set of enterprise accounts with the goal of expanding Coalfire’s presence across services and capabilities
- Develop deep relationships with existing clients to understand evolving business needs and identify upsell/cross-sell opportunities
- Achieve a minimum renewal rate of 90% across assigned accounts through proactive engagement and exceptional client service
- Sales Strategy & Execution:
- Develop and maintain strategic account plans, including stakeholder mapping, opportunity prioritization, and pursuit strategies
- Drive the full sales cycle from initial discovery and solution positioning to proposal development, pricing, negotiation, and close
- Collaborate with internal teams (delivery, marketing, legal) to align resources and deliver a seamless buyer journey
- Client Engagement & Advisory:
- Serve as a trusted advisor to enterprise clients, engaging in high-level cybersecurity and compliance strategy discussions
- Lead client presentations, workshops, and proposal meetings with executive-level stakeholders
- Stay current on industry trends, regulatory changes, and emerging technologies to provide informed recommendations
- Sales Operations & Forecasting:
- Maintain accurate pipeline and forecast data in Salesforce, ensuring visibility into deal progress and revenue projections
- Prepare and present quarterly business reviews and account updates to leadership
- Establish and follow a repeatable process for deal review, lead qualification, and pipeline progression
What You'll Bring
- 6+ years of successful experience in enterprise B2B sales or account management, preferably in cybersecurity, compliance, or technology consulting with a strong record of quota attainment
- Demonstrated track record of consistently exceeding multi-million dollar annual quotas
- Proven success selling complex solutions to C-suite stakeholders (CISO, CIO, CFO, etc.)
- Skilled in strategic planning, consultative selling, and navigating long sales cycles
- Strong communication, negotiation, and closing skills
- A hunter mentality with experience in both account expansion and new logo acquisition
- Proficiency in Salesforce and other sales tools/platforms
- Bachelor’s degree (four-year college or university) or equivalent combination of education and work experience
- Must be able to travel up to 50%
Bonus Points
- Background in cybersecurity, compliance, GRC, cloud security, or IT risk management
- Knowledge of frameworks like FedRAMP, PCI, SOC, ISO, HITRUST, etc.
- Prior experience in a high-growth or fast-paced consulting or services environment
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, contact our Human Resources team at HumanResourcesMB@coalfire.com.