Business Development Director

Summary

Join Coalfire as a Business Development Director and leverage your expertise in selling services and technology to enterprise clients. You will focus on identifying and securing new business opportunities, primarily for compliance services. This role requires a hunter mentality, strong relationship-building skills, and the ability to engage with C-level executives. You will develop and execute quarterly business development plans, collaborate with cross-functional teams, and contribute to proposal development and client presentations. The position is remote with up to 50% travel. Coalfire offers a supportive and flexible work environment with competitive benefits.

Requirements

• 5+ years of experience with direct sales or account management in a B2B sales environment
• Must be able to work with a hunter’s mentality within existing accounts
• Demonstrate a consistent and demonstrable track record of achieving annual revenue targets
• Proven history of quota attainment, forecast accuracy, and pipeline generation
• Knowledge of 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, Business Executives, and General Auditor
• Excellent presentation, verbal, and written communication skills
• Proven history of quota attainment and new client acquisition
• Exceptional closing skills
• Strong strategic thinking, analytical, and leadership skills
• Excellent written and oral communication skills
• Critical thinking skills to determine the best solution out of multiple “correct” options
• The ability to solve complex technical problems and remove obstacles diplomatically, with little supervision
• Bachelor’s degree (four-year college or university) or equivalent combination of education and work experience

Responsibilities

• Heavy outbound hunting focus to identify, target, and land new logos
• Marketing Qualified Lead management from origination of lead through lead qualification to lead conversion to new opportunity
• Develop and drive business development initiatives that align with our current and future compliance portfolio service offerings
• 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 review on business prospects and market conditions to ensure revenue and resources are aligned with business goals
• Build working relationships cross-functionally with project management team, delivery team, and marketing to ensure coordination of efforts and good communication with all parties
• Establish a repeatable process for deal review, approval, and lead deal execution
• Support building market awareness internally and externally for our Cybersecurity and compliance portfolio service 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
• Engage with clients in strategic discussions to provide best in class Cybersecurity / IT Strategy and industry guidance to maximize client’s long-term business objectives
• 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
• Maintain customer strategy and direction while collaborating with internal teams, leveraging sales tools such as Salesforce
• Contribute to problem-solving sessions with the project team, consulting team, and client representatives on a regular basis
• Travel regularly to engage with prospects and clients in person
• Develop business with new buyers and business units within existing accounts
• Deliver accurate forecasts to monthly and quarterly goals

Preferred Qualifications

• Desire and ability to understand and relate complex product technology, services, strategy, and direction
• CCSK
• Solution Selling
• Force Management

Benefits

• Remote position with up to 50% travel
• Flexible work model
• Paid parental leave
• Flexible time off
• Certification and training reimbursement
• Digital mental health and wellbeing support membership
• Comprehensive insurance options
• $58,000 - $101,000 a year
• Annual incentive, commission, and/or recognition programs