Account Executive – Compliance Sales

Coalfire

. Create and execute quarterly business development plans aligned with Coalfire’s cybersecurity portfolio and revenue goals .

Posted 10/14/2026full-timeRemote • United StatesMid-LevelSenior💰 $88,000 - $150,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in B2B sales and account management within the cybersecurity domain, with a strong focus on consultative selling, strategic planning, and relationship building with C-suite stakeholders. Proficient in utilizing sales methodologies and tools to drive pipeline generation and achieve revenue targets.

Highest-signal resume keywords

B2B Sales ExperienceConsultative SellingSalesforce ProficiencyStrategic Account ManagementMEDDPICC Methodology

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Pipeline GenerationQuota AchievementNegotiation SkillsComplex Solution SellingAccount Planning

Soft Skills

Strategic ThinkingAnalytical AbilityLeadership SkillsCritical ThinkingVerbal Communication

Tools & Technologies

SalesforceSales Productivity Tools

Industry Keywords

CybersecurityProfessional ServicesTechnology ConsultingComplianceRisk Management

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

Create and execute quarterly business development plans aligned with Coalfire’s cybersecurity portfolio and revenue goals
Generate, qualify, and progress pipeline through outbound prospecting, demand generation, referrals, and inbound leads
Develop 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
Manage strategic accounts and prospects using account strategies, stakeholder maps, opportunity priorities, and account plans
Build long-term relationships with client executives and key decision-makers
Identify and pursue expansion, upsell, cross-sell, renewal, and follow-on opportunities
Drive the full sales cycle from discovery and solution positioning through proposal, pricing, negotiation, close, and transition to delivery
Lead or coordinate procurement, proposal development, Statement of Work development, pricing strategy, contract negotiation, and risk management
Use MEDDPICC methodology for qualification, deal review, pipeline progression, and execution
Lead client-facing security strategy, planning, workshop, and formal proposal sessions
Serve as a trusted advisor on cybersecurity, compliance, IT strategy, technology risk, and industry priorities
Lead executive-level presentations, workshops, proposal meetings, and high-value client engagements
Partner with sales operations, sales solutions, delivery, project management, marketing, legal, and other internal teams
Maintain accurate opportunity, pipeline, account, activity, and forecast data in Salesforce and other approved sales tools
Prepare and present quarterly business reviews, account updates, prospect reviews, and market assessments
Track performance against quota, bookings, revenue, renewal, and other team-specific objectives

Requirements

What you’ll need

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
Consistent history of pipeline generation and forecast accuracy
Proven experience with hunting and farming, including new-logo acquisition and account expansion
Experience selling complex solutions through long or multi-stakeholder buying cycles
Experience building and leading relationships with C-suite and senior business, technology, cybersecurity, risk, or compliance stakeholders
Strong consultative selling, strategic planning, account planning, negotiation, presentation, verbal, written, and closing skills
Strong strategic thinking, analytical ability, leadership, judgment, and critical-thinking skills
Ability to understand complex technology, services, strategy, and business objectives and translate them into compelling client solutions
Ability to solve complex problems, remove obstacles diplomatically, and work with limited supervision
Proficiency with Salesforce and other sales productivity tools
Bachelor’s degree (four-year college or university) or equivalent combination of education and work experience
Must be able to travel up to 50%

Benefits

Comp & perks

Flexible work model, including working from home or an office
Paid parental leave
Flexible time off
Certification and training reimbursement
Digital mental health and wellbeing support membership
Comprehensive insurance options
Employee resource groups
In-person and virtual events
Annual incentive, commission, and/or recognition program eligibility