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Senior Director, Advisory Services

  • Thread starter Thread starter Coalfire
  • Start date Start date


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.

And we’re growing fast.

We are looking for a Senior Director to join our Advisory Services sales team.

Job Summary

The Senior Director of Advisory Sales will serve as the front-line leader in the Sales organization tasked with leading a team of sellers (Account Executives) to generate, progress, and close new and renewal sales opportunities within Coalfire’s targeted existing and prospective accounts. This role will be responsible for direct management of a team of individual contributor sales representatives that support the Advisory Services line of Coalfire’s business (FedRAMP, Cyber Risk, and general GRC Advisory Services) working under the organization’s Vice President of Advisory Sales. The Senior Director of Advisory Sales will manage Coalfire’s Sales cycle directly to end-users of the organization’s Advisory products and services on a national scale.

What You'll Do
  • Directly manage a team of 4-8 sales representatives assigned to specific sets of account and prospects
  • Manage all day to day activities of the sales team, driving accountability and performance.
  • 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 skills to ensure that a high professional standard is achieved and monthly, quarterly, and annual 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 Executives, Industry/Delivery Leadership, Marketing, Legal, Sales Operations, etc 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 respective customer industry vertical segment
  • Meet established KPIs pertaining to opportunity generation, progression, forecast accuracy, and attainment to established quotas at the team level on a quarterly, and annual basis.
  • 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 specific segements
  • 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

What You'll Bring
  • 5+ years of progressive sales management roles with record of meeting and exceeding sales targets for new business and/or renewals.
  • Strong ability to influence at all levels, internally and externally
  • Strong talent management and coaching skills for individual sales reps
  • Ability to operate in a dynamic environment with minimal supervision
  • Ability to onboard, train, and continually coach sales talent
  • Developed organization skills leveraging tools such as Salesforce.com
  • Developed account planning and territory planning skills
  • Experience providing Client Relation Oversight
  • Exceptional communication and presentation skills
  • Self starter with a strong desire and ability to move up within a sales organization
  • Strong attention to detail and a bias for action - must demonstrate a high sense of urgency and ability to thrive in a fast-paced business environment
  • Ability to drive a sales team and execute at a high-level
  • You should be a collaborative player and visionary leader
  • Ability to build and earn the trust and accountability of the team you oversee and those around you
  • A consistently creative and forward-thinking mentality
  • Bachelor’s degree (four-year college or university) or equivalent combination of education and work experience

Bonus Points
  • Professional Services Sales leadership experience is preferred
  • Knowledge of and/or experience with FedRAMP a plus
  • Cyber Risk and Cyber Security services sales experience preferred
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. A reasonable estimate of the compensation range for this role is $104,000 to $179,600 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. 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.


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