Account Executive, Cyber Security Sales

Summary

Join Coalfire, a cybersecurity firm, as an Account Executive focusing on selling cybersecurity services to enterprise and mid-market accounts. This remote, US-based position requires a proven track record in B2B cybersecurity sales and strong communication skills. You will develop and execute business development plans, build client relationships, and collaborate with internal teams. The ideal candidate possesses extensive experience in selling security consulting and managed services, along with a deep understanding of cybersecurity market trends. Coalfire offers competitive compensation, flexible work arrangements, 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
• Bachelor’s degree (four-year college or university) or equivalent combination of education and work experience

Responsibilities

• Hunt new prospects and work with existing Coalfire customers to build and grow programmatic offensive and defensive security offerings
• Create and drive business development initiatives aligned with current and future cybersecurity portfolio service offerings to achieve sales bookings quota
• Create and execute 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 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
• Preferred candidate locations are: VA, DC, MD, PA, NY, NJ, CT, MA, NH

Benefits

• Flexible work model that empowers you to choose when and where you’ll work most effectively – whether you’re at home or an office
• Paid parental leave
• Flexible time off
• Certification and training reimbursement
• Digital mental health and wellbeing support membership
• Comprehensive insurance options
• Opportunities to join employee resource groups, participate in in-person and virtual events