Senior Director, Offensive Security Sales

Summary

Join Coalfire as a Senior Director of Sales and lead a team of 5-10 sales representatives in generating and closing new sales opportunities. You will manage the sales cycle, develop sales plans, and meet established KPIs. This role requires 5+ years of progressive sales management experience in security consulting and managed services, along with strong leadership and communication skills. You will partner with internal and external stakeholders, develop sales talent, and present quarterly progress reports. Coalfire offers a flexible work model, competitive perks, and benefits such as paid parental leave, flexible time off, and training reimbursement.

Requirements

• 5+ years of progressive sales management roles with record of meeting and exceeding sales targets
• 5+ years of experience selling security consulting and managed services
• Previous history of partnering with services delivery management to build relationships and strategies focused on improving the overall client experience
• Experience with services sales terminology, SOWs, proposals, contracts, and negotiation
• 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 ability to influence at all levels, internally and externally
• Ability to operate in a dynamic environment with minimal supervision
• Developed organization skills
• Experience providing Client Relation Oversight
• Self-starter with a strong desire and ability to move up within a sales organization
• Bachelor’s degree (four-year college or university) or equivalent combination of education and work experience
• Ability to travel up to 50%

Responsibilities

• Directly manage a team of 5-10 sales representatives assigned to a defined set of accounts
• Support pipeline development, territory and account based planning, priority of engagements and clients, value proposition, customer escalation, and general employee performance management
• Manage, develop, coach, and motivate the sales team to develop their skill to ensure that a high professional standard is achieved and monthly sales targets and KPIs are met
• Ensure targets are delivered through people management, performance review, reward and individual recognition
• Partner with key internal and external stakeholders including Account Directors, Industry/Delivery Leadership, Marketing, Legal, and Sales Operations to establish and refine targets as well as processes
• Development of Sales talent including partnership with talent acquisition, HR, L&D to ensure career development and organizational opportunities for Sales talent
• Manage organizational sales by developing a sales plan that covers sales in your defined territory of accounts
• Meet established KPIs pertaining to opportunity generation, progression, forecast accuracy, and attainment to established quotas at the team level
• Track sales goals and KPIs weekly and report results to senior leadership as necessary
• Develop and implement new sales initiatives, strategies and programs to expand sales within customer vertical segment
• Present quarterly to Sales Leadership regarding progress to KPIs, successes and learnings, and primary focus, goals, and objectives for the coming quarter
• Continually develop knowledge of the business climate, applications, key business themes and challenges, and competition for assigned industry vertical and accounts
• Create and drive business development initiatives that align with our current and future cybersecurity portfolio service offerings to achieve sales bookings quota
• 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

Preferred Qualifications

Candidates that actively maintain a set of C level relationships preferred

Benefits

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