• 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