Major Accounts Executive, West

About Us Coalition is the world's first Active Insurance provider designed to prevent digital risk before it strikes. Founded in 2017, Coalition combines comprehensive insurance coverage and innovative cybersecurity tools to help businesses manage and mitigate potential cyberattacks. About Us Coalition is the world's first Active Insurance provider designed to prevent digital risk before it strikes. Founded in 2017, Coalition combines comprehensive insurance coverage and innovative cybersecurity tools to help businesses manage and mitigate potential cyberattacks. Opportunities to make an impact with bold thinking are real-and happening daily at Coalition. About The Role We're looking for a Major Account Executive to own and grow a book of strategic enterprise accounts. This is a role for someone who can run complex, multi-threaded sales cycles into security-conscious buying committees (CISO, CIO, procurement, legal, and often the board) and close 3-year enterprise commitments in a competitive, incumbent-heavy market, while navigating channel partners (e.g. VARs and Distributors). You'll be selling into organizations where a security failure is existential, where the buying process is genuinely adversarial by design, and where trust is earned through technical credibility and long-term relationships, not charisma. If you've sold into security teams before, you know this isn't a "build rapport and close" motion - it's proving you understand the threat model as well as the buyer does. Responsibilities Own and grow a book of major/strategic accounts, running the full cycle from qualification through multi-year contract negotiation and close Navigate multi-stakeholder buying committees - security, IT, legal, procurement, and executive sponsors - building consensus across functions with genuinely competing priorities Partner with technical presales Solutions Architects to run live technical evaluations and proof-of-concepts that hold up under real scrutiny from technical buyers Structure and negotiate enterprise contracts, with a strong bias toward multi-year (3-year) terms Build and defend a business case that speaks fluently to both risk reduction (CISO language) and ROI (CFO language) - you need both, not one Maintain accurate forecasting and pipeline hygiene on long-cycle (6-9 month), high-ACV deals Prioritize Customer Success for account health, since renewal risk on an account this size is a shared problem, not a handoff Skills And Qualifications 8+ years of closing experience in enterprise cybersecurity/SaaS Demonstrated ability to close deals upwards of $1M ARR or more and 6+ month sales cycles Track record of navigating security-specific procurement: vendor risk assessments, SOC 2 / ISO 27001 diligence, security questionnaires, and legal review cycles that are more adversarial than typical SaaS procurement Comfort being technically challenged in a room - you don't need to be an engineer, but you need to hold your own when a CISO pressure-tests your claims Experience structuring and closing multi-year contracts, not just annual renewals A hunter mentality - use relationships & partnerships to find leverage to close deals and this role rewards depth and judgment over sheer volume Perks 100% medical, dental and vision coverage Flexible PTO policy Annual home office stipend and WeWork access Mental & physical health wellness programs (One Medical, Headspace, Wellhub, and more)! Competitive compensation and opportunity for advancement Why Coalition? Work at Coalition is centered on the joint mission to Protect the Unprotected. We have built a remote-first, highly inclusive culture that welcomes people from diverse backgrounds. We trust each other to take responsibility, share ownership of outcomes, and put in the work together to protect businesses from digital risk. Coalition’s exceptional growth stems from its ability to address real-world problems for organizations of all sizes while remaining true to our founding values of character, humility, responsibility, purpose, authenticity, and inclusion. We’re always looking for collaborative, inquisitive individuals to join #OurCoalition. Visit our Newsroom > Privacy Notice Coalition is committed to protecting your privacy and handling your personal information responsibly. We collect, use, and store personal information as necessary for the recruitment process and in compliance with applicable privacy laws and regulations in all regions where we operate. We want you to understand what personal information we collect, how we use it, and your rights regarding access, correction, and deletion of your data where applicable. Information submitted, collected, and processed as part of your application is subject to Coalition's Privacy Policy. For further details, please review our full Privacy Policy or contact us with any questions regarding how your information is handled. Our Privacy Policy > Safe Hiring Notice All legitimate communication from Coalition comes from @coalitioninc.com emails, and open roles are listed only on our Careers page. We never ask for payment, banking details, or personal identification before an offer is accepted through our secure systems. If you believe you’ve been a victim of fraudulent recruiting, follow guidance from the Federal Trade Commission (FTC). Anti-Discrimination Notice Coalition is proud to be an Equal Opportunity employer. Our policy is to provide equal employment opportunities to all individuals, without discrimination or harassment on the basis of any characteristic protected by applicable laws in each country where we operate. This commitment includes, but is not limited to, ensuring equal treatment in recruitment, selection, training, promotion, transfer, compensation, and all other aspects of employment. Coalition does not tolerate discrimination or harassment of any kind, and we are dedicated to fostering an inclusive and supportive workplace. Accommodations Coalition is committed to providing reasonable accommodations to qualified individuals with disabilities, including applicants and employees, in accordance with applicable laws and regulations in each country where we operate. Our policy is to support equal opportunity in the hiring process by considering qualified applicants regardless of disability or other protected characteristics, unless providing accommodation would impose an undue hardship or disproportionate burden. If you require accommodation to complete an application, interview, pre-employment testing, or participate in the selection process, please contact us at View email address on click.appcast.io. We also consider all qualified applicants, including those with criminal histories, in line with applicable laws and regulations in each jurisdiction. #J-18808-Ljbffr