Manage a defined set of enterprise accounts with the goal of expanding Coalfire’s presence across services and capabilities
Develop deep relationships with existing clients to understand evolving business needs and identify upsell/cross-sell opportunities
Achieve a minimum renewal rate of 90% across assigned accounts through proactive engagement and exceptional client service
Lead outbound prospecting and demand generation efforts to acquire new enterprise clients (net-new logos)
Qualify and follow up on inbound leads in collaboration with marketing and business development teams
Build and execute multi-touch sales strategies that leverage personalized messaging, consultative conversations, and high-value engagements
Develop and maintain strategic account plans, including stakeholder mapping, opportunity prioritization, and pursuit strategies
Drive the full sales cycle from initial discovery and solution positioning to proposal development, pricing, negotiation, and close
Collaborate with internal teams (delivery, marketing, legal) to align resources and deliver a seamless buyer journey
Serve as a trusted advisor to enterprise clients, engaging in high-level cybersecurity and compliance strategy discussions
Lead client presentations, workshops, and proposal meetings with executive-level stakeholders
Stay current on industry trends, regulatory changes, and emerging technologies to provide informed recommendations
Maintain accurate pipeline and forecast data in Salesforce, ensuring visibility into deal progress and revenue projections
Prepare and present quarterly business reviews and account updates to leadership
Establish and follow a repeatable process for deal review, lead qualification, and pipeline progression

Requirements

7+ years of successful experience in enterprise B2B sales or account management, preferably in cybersecurity, compliance, or technology consulting with a strong record of quota attainment
Demonstrated track record of consistently exceeding multi-million dollar annual quotas
Proven success selling complex solutions to C-suite stakeholders (CISO, CIO, CFO, etc.)
Skilled in strategic planning, consultative selling, and navigating long sales cycles
Strong communication, negotiation, and closing skills
A hunter mentality with experience in both account expansion and new logo acquisition
Proficiency in Salesforce and other sales tools/platforms
Bachelor’s degree (four-year college or university) or equivalent combination of education and work experience
Must be able to travel up to 50%

Benefits

paid parental leave
flexible time off
certification and training reimbursement
digital mental health and wellbeing support membership
comprehensive insurance options

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

B2B salesaccount managementquota attainmentstrategic planningconsultative sellingnegotiationclosingsales cycle managementpipeline managementlead qualification

Soft Skills

relationship buildingclient servicecommunicationpresentation skillscollaborationstrategic thinkingproblem-solvingadaptabilityleadershiphunter mentality