Account Executive - Compliance Sales

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.

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

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%

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