Enterprise Account Executive

New Business Development:

• Create and execute quarterly business development plans that align with Coalfire’s current and future cybersecurity portfolio and revenue goals.
• Generate, qualify, and progress pipeline through outbound prospecting, targeted demand-generation activities, referrals, and inbound leads.
• Develop and execute multi-touch, 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.
• Coordinate the resources required to identify, qualify, advance, and secure opportunities.

Account Growth, Retention, and Strategy:

• Manage a defined set of strategic accounts and prospects, maintaining clear account strategies, stakeholder maps, opportunity priorities, and account plans.
• Build trusted, long-term relationships with client executives and key decision-makers, including C-suite, business, technology, cybersecurity, risk, and compliance leaders.
• Identify and pursue expansion, upsell, cross-sell, renewal, and follow-on opportunities across Coalfire services and capabilities.
• Understand evolving client needs and position solutions that support the client’s business, cybersecurity, compliance, and risk objectives.
• Maintain customer strategy and direction while coordinating account activity across internal teams.

Sales Strategy & Execution:

• Drive the full sales cycle from discovery and solution positioning through proposal development, pricing, negotiation, close, and transition to delivery.
• Lead or coordinate account pursuits, including client procurement, proposal development, Statement of Work development, pricing strategy, contract negotiation, and risk management.
• Establish and follow repeatable processes using MEDDPICC methodology for lead qualification, deal review, approval, pipeline progression, and deal execution.
• Organize and lead pursuit teams and ensure opportunities advance with the appropriate resources, decisions, and next steps.
• Lead client-facing security strategy, planning, workshop, and formal proposal sessions as appropriate to the opportunity.

Client Engagement & Advisory:

• Serve as a trusted advisor in strategic discussions related to cybersecurity, compliance, IT strategy, technology risk, and industry priorities.
• Communicate complex services and solutions clearly to technical, product, infrastructure, and business owners.
• Lead executive-level presentations, workshops, proposal meetings, and other high-value client engagements.
• Stay current on cybersecurity market trends, regulatory developments, emerging technologies, industry participants, and evolving business models.
• Contribute to problem-solving sessions with client representatives, consulting teams, project managers, delivery teams, and other subject-matter experts.

Cross-Functional Collaboration:

• Partner effectively with sales operations, sales solutions team, delivery, project management, marketing, legal, and other internal teams.
• Coordinate resources to deliver a connected, professional buyer experience.
• Build market awareness for Coalfire’s cybersecurity portfolio both internally and externally.
• Provide timely context, feedback, and client intelligence to teams supporting solution development, delivery, and go-to-market activities.

Sales Operations and Forecasting:

• Maintain accurate opportunity, pipeline, account, activity, and forecast data in Salesforce and other approved sales tools.
• Demonstrate forecast accuracy, disciplined pipeline management, and consistent progression of qualified opportunities.
• Prepare and present quarterly business reviews, account updates, prospect reviews, and market assessments to sales leadership.
• Track performance against assigned quota, bookings, revenue, renewal, and other team-specific objectives.