Senior Director of Business Development (Penetration Testing) | Remote US

About Coalfire
Coalfire is on a mission to make the world a safer place by solving our clients’ toughest 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’re looking for a Senior Director of Business Development to support our Sales team, with a focus on Penetration Testing services.
Position Summary
The Senior Director of Business Development will serve as a front-line leader in the Sales and Business Development organization tasked with leading a team of proactive outbound sellers focused primarily on hunting for and generating, progressing, and closing new sales opportunities and new customer acquisition for Coalfire’s Threat and Vulnerability Management and Application Security services. In addition to new customer acquisition, this team will also be tasked with growing selected existing Coalfire customers that have been targeted and identified as having high growth potential for Coalfire’s Threat and Vulnerability Management and Application Security (Penetration Testing) services. Working under the organization’s Vice President of Business Development, the Senior Director of Business Development will manage Coalfire’s end to end Sales cycle directly to prospects and targeted customers of the organization’s products and services.

What You'll Do

• Directly manage a team of 5-10 sales representatives tasked with hunting and closing new business for Coalfire’s Penetration Testing line of business to include our full suite of Threat and Vulnerability Management and Application Security services
• 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, 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 or product segment
• 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 Business Development 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
• 5+ years of selling experience in the penetration testing, application security, and threat and vulnerability management space
• Experience selling professional services
• Strong ability to influence at all levels, internally and externally
• Ability to operate in a dynamic environment with minimal supervision
• Exceptional communication and presentation skills
• Team player who thrives on collaboration and influencing
• Developed organization skills with a close attention to detail
• Bachelor’s degree (four-year college or university) or equivalent combination of education and work experience
• Experience leading a high performing team
• Strong Attention to Detail
• Experience acting as a trusted advisor to a key business unit
• Strong sense of business acumen
• Client relation oversight background
• Passion for mentorship and development
• Budget management experience

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 flexible time off, certification and training reimbursement, 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.
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