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 Audit and Advisory services. You'll operate with a hunter mindset—navigating complex buying cycles, building executive relationships, and driving revenue across existing and net-new logos. The Account Executive operates with a hunter mindset and serves as a consultative partner to client executives with a focus on enterprise, mid-market, or emerging accounts depending on team assignement. The role requires the ability to navigate complex buying cycles, understand business and cybersecurity priorities, position the right Coalfire solutions, and lead opportunities from initial discovery through proposal, negotiation, close, and follow-on growth. Success depends on strong executive relationships, disciplined account planning, accurate forecasting, and effective collaboration with cross-functional teams.

What You'll Do New Business Development:

• Create and execute quarterly business development plans that align with Coalfire’s current and future cybersecurity portfolio and revenue goals.

• Generate , qualify , and pro gress pipeline through outbound prospecting, targeted demand-generation activities, referrals, and inbound leads.

• Develop and execute multi-touch, consultative sales strategies tailored to client priorities, stakeholders, and buying processes.

• Pursue new logos and develop business with new buyers and business units within existing accounts.

• Coordinate the resources required to identify, qualify, advance, and secure opportunities.

Account Growth, Retention, and Strategy:

• Manage a defined set of strategic accounts and prospects, maintaining clear account strategies, stakeholder maps, opportunity priorities, and account plans.

• Build trusted, long-term relationships with client executives and key decision-makers, including C-suite, business, technology, cybersecurity, risk, and compliance leaders.

• Identify and pursue expansion, upsell, cross-sell, renewal, and follow-on opportunities across Coalfire services and capabilities.

• Understand evolving client needs and position solutions that support the client’s business, cybersecurity, compliance, and risk objectives.

• Maintain customer strategy and direction while coordinating account activity across internal teams.

Sales Strategy & Execution:

• Drive the full sales cycle from discovery and solution positioning through proposal development, pricing, negotiation, close, and transition to delivery.

• Lead or coordinate account pursuits, including client procurement, proposal development, Statement of Work development, pricing strategy, contract negotiation, and risk management.

• Establish and follow repeatable processes using MEDDPICC methodology for lead qualification, deal review, approval, pipeline progression, and deal execution.

• Organize and lead pursuit teams and ensure opportunities advance with the appropriate resources, decisions, and next steps.

• Lead client-facing security strategy, planning, workshop, and formal proposal sessions as appropriate to the opportunity.

Client Engagement & Advisory:

• Serve as a trusted advisor in strategic discussions related to cybersecurity, compliance, IT strategy, technology risk, and industry priorities.

• Communicate complex services and solutions clearly to technical, product, infrastructure and business owners.

• Lead executive-level presentations, workshops, proposal meetings, and other high-value client engagements.

• Stay current on cybersecurity market trends, regulatory developments, emerging technologies, industry participants, and evolving business models.

• Contribute to problem-solving sessions with client representatives, consulting teams, project managers, delivery teams, and other subject-matter experts.

Cross-Functional Collaboration:

• Partner effectively with sales operations, sales solutions team, delivery, project management, marketing, legal, and other internal teams.

• Coordinate resources to deliver a connected, professional buyer experience.

• Build market awareness for Coalfire’s cybersecurity portfolio both internally and externally.

• Provide timely context, feedback, and client intelligence to teams supporting solution development, delivery, and go-to-market activities.

Sales Operations and Forecasting

• Maintain accurate opportunity, pipeline, account, activity, and forecast data in Salesforce and other approved sales tools.

• Demonstrate forecast accuracy, disciplined pipeline management, and consistent progression of qualified opportunities.

• Prepare and present quarterly business reviews, account updates, prospect reviews, and market assessments to sales leadership.

• Track performance against assigned quota, bookings, revenue, renewal, and other team-specific objectives.

What You'll Bring

• Six or more years of successful experience in direct B2B sales or account management, preferably in cybersecurity, professional services, technology consulting, compliance, or a related environment.

• Demonstrated success achieving or exceeding quota, bookings, or revenue targets, with