About Coalfire
Coalfire is on a mission to make the world a safer place by solving our clients’ hardest cybersecurity challenges. We work at the cutting edge of technology to advise, assess, automate, and ultimately help companies navigate the ever-changing cybersecurity landscape. We are headquartered in Denver, Colorado with offices across the U.S. and U.K., and we support clients around the world.
But that’s not who we are – that’s just what we do.
We are thought leaders, consultants, and cybersecurity experts, but above all else, we are a team of passionate problem-solvers who are hungry to learn, grow, and make a difference.
Position Summary
Accomplished solution-oriented Business Development Director and professional with demonstrated success in selling services and technology to Enterprise prospects and leads. The Business Development function is able to speak to C level executives, as well as their teams, to help them solve some of the most challenging Cyber Security problems utilizing best in class multi-practice resources and cross-functional teams to build new strategic accounts. Primarily focused on hunting a defined set of new logos/prospects for the introduction of Coalfire compliance services, offerings, and capabilities with the ultimate goal of driving to land the first sale.
What You"ll Do
Heavy outbound hunting focus to identify, target, and land new logos
Marketing Qualified Lead management from origination of lead through lead qualification to lead conversion to new opportunity
Develop and drive business development initiatives that align with our current and future compliance portfolio service offerings
Responsible for creating and executing a quarterly business development plan and process, including coordination of all necessary internal and external resources to identify and secure business opportunities
Prepare quarterly review on business prospects and market conditions to ensure revenue and resources are aligned with business goals
Build working relationships cross-functionally with project management team, delivery team, and marketing to ensure coordination of efforts and good communication with all parties
Establish a repeatable process for deal review, approval, and lead deal execution
Support building market awareness internally and externally for our Cybersecurity and compliance portfolio service offerings
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
Engage with clients in strategic discussions to provide best in class Cybersecurity / IT Strategy and industry guidance to maximize client’s long-term business objectives
Develop strong and lasting relationships with client executives, effectively engage new business and position the account for follow on security and risk advisory engagements
Develop and maintain contact with top decision makers at key clients; organize and lead pursuit teams; participate and lead aspects of the proposal development process; contribute to the development of proposal pricing strategies
Lead client-facing management Security Strategy and Planning sessions and formal proposal presentations
Maintain customer strategy and direction while collaborating with internal teams, leveraging sales tools such as Salesforce
Contribute to problem-solving sessions with the project team, consulting team, and client representatives on a regular basis
Travel regularly to engage with prospects and clients in person
Develop business with new buyers and business units within existing accounts
Deliver accurate forecasts to monthly and quarterly goals
Remote position with up to 50% travel
What You"ll Bring
5+ years of experience with direct sales or account management in a B2B sales environment
Must be able to work with a hunter’s mentality within existing accounts.
Demonstrate a consistent and demonstrable track record of achieving annual revenue targets
Proven history of quota attainment, forecast accuracy, and pipeline generation
Knowledge of market trends, industry participants, new technologies & business models
Demonstrated superior ability to develop and lead relationship-building activities with C-Level executives, including CISO, CIO, CEO, CFO, COO, Business Executives, and General Auditor
Excellent presentation, verbal, and written communication skills
Proven history of quota attainment and new client acquisition
Exceptional closing skills
Strong strategic thinking, analytical, and leadership skills
Excellent written and oral communication skills
Critical thinking skills to determine the best solution out of multiple “correct” options
The ability to solve complex technical problems and remove obstacles diplomatically, with little supervision
Bachelor’s degree (four-year college or university) or equivalent combination of education and work experience
Bonus Points
Desire and ability to understand and relate complex product technology, services, strategy, and direction
CCSK
Solution Selling
Force Management
Why You’ll Want to Join Us
At Coalfire, you’ll find the support you need to thrive personally and professionally. In many cases, we provide a flexible work model that empowers you to choose when and where you’ll work most effectively – whether you’re at home or an office.
Regardless of location, you’ll experience a company that prioritizes connection and wellbeing and be part of a team where people care about each other and our communities. You’ll have opportunities to join employee resource groups, participate in in-person and virtual events, and more. And you’ll enjoy competitive perks and benefits to support you and your family, like paid parental leave, flexible time off, certification and training reimbursement, digital mental health and wellbeing support membership, and comprehensive insurance options.
At Coalfire, equal opportunity and pay equity is integral to the way we do business. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. Coalfire is committed to providing access, equal opportunity, and reasonable accommodation for individuals with disabilities in employment, its services, programs, and activities. To request reasonable accommodation to participate in the job application or interview process, our Human Resources team at [email protected].
