Senior Director, Offensive Security Sales | Remote US
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
The Senior Director of Sales will serve as the front-line leader in the Sales/Business Development organization tasked with leading a team of sellers to generate, progress, and close new sales opportunities within Coalfire’s targeted accounts. This role will be responsible for direct management of a team of individual contributor sales/business development representatives that support specific verticals of Coalfire’s business, working under the organization’s Vice President of Sales. The Senior Director of Sales will manage Coalfire’s Sales cycle directly to end-users of the organization’s products and services over a defined set of accounts on a national scale.
What You'll Do
- Directly manage a team of 5-10 sales representatives assigned to a defined set of accounts
- Support pipeline development, territory and account based planning, priority of engagements and clients, value proposition, customer escalation, and general employee performance management
- Manage, develop, coach, and motivate the sales team to develop their skill to ensure that a high professional standard is achieved and monthly sales targets and KPIs are met
- Ensure targets are delivered through people management, performance review, reward and individual recognition
- Partner with key internal and external stakeholders including Account Directors, Industry/Delivery Leadership, Marketing, Legal, and Sales Operations to establish and refine targets as well as processes
- Development of Sales talent including partnership with talent acquisition, HR, L&D to ensure career development and organizational opportunities for Sales talent.
- Manage organizational sales by developing a sales plan that covers sales in your defined territory of accounts
- Meet established KPIs pertaining to opportunity generation, progression, forecast accuracy, and attainment to established quotas at the team level
- Track sales goals and KPIs weekly and report results to senior leadership as necessary
- Develop and implement new sales initiatives, strategies and programs to expand sales within customer vertical segment
- Present quarterly to Sales Leadership regarding progress to KPIs, successes and learnings, and primary focus, goals, and objectives for the coming quarter
- Continually develop knowledge of the business climate, applications, key business themes and challenges, and competition for assigned industry vertical and accounts
- Create and drive business development initiatives that align with our current and future cybersecurity portfolio service offerings to achieve sales bookings quota
- 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
What You'll Bring
- 5+ years of progressive sales management roles with record of meeting and exceeding sales targets
- 5+ years of experience selling security consulting and managed services
- Previous history of partnering with services delivery management to build relationships and strategies focused on improving the overall client experience
- Experience with services sales terminology, SOWs, proposals, contracts, and negotiation
- Demonstrated superior ability to develop and lead relationship-building activities with C-Level executives, including CISO, CIO, CEO, CFO, COO, CTO
- Candidates that actively maintain a set of C level relationships preferred
- Excellent presentation, verbal, and written communication skills
- Strong ability to influence at all levels, internally and externally
- Ability to operate in a dynamic environment with minimal supervision
- Developed organization skills
- Experience providing Client Relation Oversight
- Self-starter with a strong desire and ability to move up within a sales organization
- Bachelor’s degree (four-year college or university) or equivalent combination of education and work experience
- Ability to travel up to 50%
$114,000 - $198,000 a year
The salary range listed is a reasonable estimate of the compensation range for this role based on national salary averages. The actual salary offer to the successful candidate will be based on job-related education, geographic location, training, licensure and certifications and other factors. You may also be eligible to participate in annual incentive, commission, and/or recognition programs.
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 HumanResourcesMB@coalfire.com.
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