Account Executive, Cyber Security Sales

Summary

Join Coalfire, a leading cybersecurity firm, as an Account Executive. This role focuses on selling cybersecurity consulting and managed services to enterprise and mid-market clients. You will hunt new prospects, work with existing customers, and create business development initiatives. Success requires a proven track record of achieving sales targets and strong relationships with C-level executives. The position offers a competitive salary, flexible work options, and comprehensive benefits.

Requirements

• Minimum 4-6 years of experience with direct cyber security related sales or account management in a B2B sales environment
• Demonstrate a consistent and demonstrable track record of achieving annual bookings targets
• Proven history of quota attainment, forecast accuracy, and consistent pipeline generation
• Knowledge of security market trends, industry participants, new technologies & business models
• Demonstrated superior ability to develop and lead relationship-building activities with C-Level executives, including CISO, CIO, CEO, CFO, COO, CTO
• Excellent presentation, verbal, and written communication skills
• Strong strategic thinking, analytical, and leadership skills
• Critical thinking skills to determine the best solution out of multiple "correct" options
• Ability to travel up to 50% on a monthly basis
• Bachelor’s degree (four-year college or university) or equivalent combination of education and work experience

Responsibilities

• Hunt new prospects
• Work with a select grouping of existing Coalfire customers that represent immediate opportunity to build and grow programmatic offensive and defensive security offerings
• Create and drive business development initiatives that align with our current and future cybersecurity portfolio service offerings in order to achieve sales bookings quota
• Responsible 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 opportunities
• Prepare quarterly reviews on business prospects and market conditions to ensure resources are aligned with business goals
• Partner with our pre-sales solution architects for account planning and client engagement
• Build working relationships cross-functionally with project management team, delivery team, and marketing to ensure coordination of efforts and good communication between all parties
• Establish a repeatable process for deal review, approval, and lead deal execution
• Support building market awareness internally and externally for our Cyber Security offerings
• Make 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 goals
• Develop strong and lasting relationships with client executives, effectively engage new business and position the account for follow on security and risk advisory engagements
• Develop 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 strategies
• Lead client-facing management Security Strategy and Planning sessions and formal proposal presentations
• Develop business with new buyers and business units within existing accounts

Preferred Qualifications

• 2-3 years of experience selling security consulting and managed services
• Candidates that actively maintain a set of C level relationships

Benefits

• Flexible work model
• Paid parental leave
• Flexible time off
• Certification and training reimbursement
• Digital mental health and wellbeing support membership
• Comprehensive insurance options