Account Executive - Compliance Sales
New
C
CoalfireCybersecurity consulting
United StatesFull-TimeExecutive
Salary$88,000 - $150,000 a year
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Job Details
- Experience
- Six or more years of successful experience in direct B2B sales or account management
- Required Skills
- SalesforceNegotiationAccount Management
Requirements
- Six or more years of successful experience in direct B2B sales or account management.
- Demonstrated success achieving or exceeding quota, bookings, or revenue targets, with a consistent history of pipeline generation and forecast accuracy.
- Experience with new-logo acquisition and account expansion in enterprise, mid-market, or strategic accounts.
- Experience selling complex solutions through long or multi-stakeholder buying cycles.
- Ability to build relationships with C-suite and senior business, technology, cybersecurity, risk, or compliance stakeholders.
- Strong consultative selling, strategic planning, account planning, negotiation, presentation, verbal, written, and closing skills.
- Ability to understand complex technology, services, strategy, and business objectives and translate them into client solutions.
- Proficiency with Salesforce and other sales productivity tools.
- Bachelor’s degree or equivalent combination of education and work experience.
- Must be able to travel up to 50%.
Responsibilities
- Create and execute quarterly business development plans aligned with Coalfire’s cybersecurity portfolio and revenue goals.
- Generate, qualify, and progress pipeline through prospecting, demand-generation activities, referrals, and inbound leads.
- Manage strategic accounts and prospects, including account strategies, stakeholder maps, opportunity priorities, and account plans.
- Build executive relationships and pursue expansion, upsell, cross-sell, renewal, and follow-on opportunities.
- Drive the full sales cycle from discovery and solution positioning through proposals, pricing, negotiation, close, and transition to delivery.
- Lead or coordinate account pursuits, procurement, proposal and Statement of Work development, pricing strategy, and contract negotiation.
- Use MEDDPICC for lead qualification, deal review, pipeline progression, and deal execution.
- Lead client-facing security strategy discussions, workshops, presentations, and proposal sessions.
- Maintain accurate opportunity, pipeline, account, activity, and forecast data in Salesforce and other approved sales tools.
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