Account Executive – Compliance Sales

🔥 8 minutes ago

🇬🇧 United Kingdom – Remote

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

🇬🇧 UK Skilled Worker Visa Sponsor

This company has sponsored UK Skilled Worker visas in the past.

👻 Ghost score 10%

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Coalfire

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2001

💼 Consulting

🏥 Healthcare

📦 Logistics

Consulting • Healthcare • Logistics

Coalfire is a cybersecurity services provider that helps businesses improve their security resilience and streamline regulatory compliance. The company offers expert-led services, including threat-focused cybersecurity programs, compliance automation, risk management, and security advisory services across various industries such as financial services, healthcare, retail, and technology. Coalfire is known for its hacker and defender expertise, and its platforms are designed to fortify clients' cyber resilience, reduce attack surfaces, and accelerate the achievement of compliance objectives like FedRAMP and HITRUST.

📋 Description

• Create and execute quarterly business development plans aligned with Coalfire’s cybersecurity portfolio and revenue goals • Generate, qualify, and progress pipeline through outbound prospecting, demand generation, referrals, and inbound leads • Develop and execute multi-touch, consultative sales strategies tailored to client priorities and buying processes • Pursue new logos and develop business with new buyers and business units within existing accounts • Coordinate resources to identify, qualify, advance, and secure opportunities • Manage strategic accounts and prospects with account strategies, stakeholder maps, opportunity priorities, and account plans • Build long-term relationships with client executives and key decision-makers • Identify and pursue expansion, upsell, cross-sell, renewal, and follow-on opportunities across Coalfire services • Position solutions supporting clients’ business, cybersecurity, compliance, and risk objectives • Drive the full sales cycle from discovery and solution positioning through proposal, pricing, negotiation, close, and transition to delivery • Lead or coordinate account pursuits, procurement, proposal development, Statements of Work, pricing strategy, contract negotiation, and risk management • Use MEDDPICC methodology for qualification, deal review, pipeline progression, and execution • Organize and lead pursuit teams and client-facing security strategy, planning, workshops, and proposal sessions • Serve as a trusted advisor on cybersecurity, compliance, IT strategy, technology risk, and industry priorities • Lead executive presentations, workshops, proposal meetings, and high-value client engagements • Stay current on cybersecurity trends, regulatory developments, emerging technologies, industry participants, and business models • Collaborate with consulting teams, project managers, delivery teams, subject-matter experts, sales operations, sales solutions, marketing, legal, and other internal teams • Maintain accurate opportunity, pipeline, account, activity, and forecast data in Salesforce and approved sales tools • Prepare and present quarterly business reviews, account updates, prospect reviews, and market assessments • Track performance against quota, bookings, revenue, renewal, and other objectives

🎯 Requirements

• Six or more years of successful experience in direct B2B sales or account management, preferably in cybersecurity, professional services, technology consulting, compliance, or a related environment • Demonstrated success achieving or exceeding quota, bookings, or revenue targets • Consistent history of pipeline generation and forecast accuracy • Proven experience with hunting and farming, including new-logo acquisition and account expansion in enterprise, mid-market, or strategic accounts • Experience selling complex solutions through long or multi-stakeholder buying cycles • Demonstrated ability to build and lead 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 • Strong strategic thinking, analytical ability, leadership, judgment, and critical-thinking skills • Ability to understand complex technology, services, strategy, and business objectives and translate them into compelling client solutions • Ability to solve complex problems, remove obstacles diplomatically, and work with limited supervision • Proficiency with Salesforce and other sales productivity tools • Bachelor’s degree (four-year college or university) or equivalent combination of education and work experience • Must be able to travel up to 50% • Bonus: Experience selling cybersecurity consulting, managed services, professional services, compliance, GRC, cloud security, IT risk management, or related solutions • Bonus: Knowledge of cybersecurity frameworks and standards such as FedRAMP, PCI, SOC, ISO, HIPAA, or HITRUST • Bonus: Established relationships with C-level decision-makers and relevant industry networks • Bonus: Experience using Solution Selling, Force Management, or MEDDPICC • Bonus: Relevant certifications such as CCSK • Bonus: Experience with ZoomInfo, LinkedIn Sales Navigator, Outreach, or comparable sales and prospecting platforms • Bonus: Experience working in a high-growth, fast-paced consulting or services environment

🏖️ Benefits

• Flexible work model allowing employees to choose when and where they work most effectively • Employee resource groups • In-person and virtual events • Paid parental leave • Flexible time off • Certification and training reimbursement • Digital mental health and wellbeing support membership • Comprehensive insurance options • Equal opportunity and pay equity commitment • Reasonable accommodation for individuals with disabilities