• 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

• Identify and pursue new business opportunities within the construction, utility, and municipal markets. • Build and nurture relationships with current and prospective clients to ensure customer satisfaction and loyalty. • Maintain accurate and timely documentation of sales activities within CRM. • Develop and execute a strategic sales plan to meet or exceed sales targets and revenue goals. • Monitor industry trends, market conditions, and competitor activities to identify opportunities and challenges.

About Lumen Lumen connects the world. We are igniting business growth by connecting people, data and applications – quickly, securely, and effortlessly. Together, we are building a culture and company from the people up – committed to teamwork, trust and transparency. People power progress. We’re looking for top-tier talent and offer the flexibility you need to thrive and deliver lasting impact. Join us as we digitally connect the world and shape the future. The Role Responsible for sales and business development activities supporting civilian agencies (primarily GSA and NOAA).  This person will be responsible for identifying and developing new sales opportunities, providing product solutions, ensuring customer satisfaction, and maintaining positive ongoing relationships with the customer and internal ecosystem.    The Main Responsibilities •    Develops and manages relationships with the customer to attain new business and retain existing revenue. •    Develops action plans to increase total customer spend. •    Learns and develops further knowledge of new technologies and selling points which includes enhancing expertise in the company's entire product suite. •    Provides comprehensive account plans and strategies to win new business  •    Leverage core network services to drive new, Next Gen Tech into our customer base.  •    Act as a proactive sales hunter, creating and cultivating new customer relationships.  •    Broaden and deepen existing NOAA relationships to develop strategic positioning.  •    Identify addressable market, drive proposals, and negotiate to close new sales opportunities.  •    Manage sales funnel to create pipeline growth, sustained funnel health, and sales success.  •    Partner within the Lumen internal ecosystem, external partners, and the customer through a strategic and consultative sales approach to understand customer business needs, modernization goals, strategic priorities to deliver value-added solutions and excellent customer experience. What We Look For in a Candidate •    5 years of sales or comparable agency / customer facing experience providing complex IT infrastructure and professional service solutions to civilian agency customers. •    Understanding of the Telecom and Information Technology (IT) industry and competitive landscape. •    Experience selling a combination of the following: Cyber Security, Cloud Computing Services, Next Gen Public Safety, IT Infrastructure Services, Professional Services and Integrated IT solutions.  •    Strong communication skills and presence in communicating with the customer. •    Demonstrated strong communication, written, and formal presentation skills.  •    Self-motivated, results-oriented professional with an ability to work with minimum direction. •    Education Level:  Bachelor's Degree Compensation This information reflects the anticipated base salary range for this position based on current national data. Minimums and maximums may vary based on location. Individual pay is based on skills, experience and other relevant factors. Location Based Pay Ranges: $118,251 - $157,658 in these states: VA Lumen offers a comprehensive package featuring a broad range of Health, Life, Voluntary Lifestyle benefits and other perks that enhance your physical, mental, emotional and financial wellbeing. We're able to answer any additional questions you may have about our bonus structure (short-term incentives, long-term incentives and/or sales compensation) as you move through the selection process. Learn more about Lumen's: - Benefits - Bonus Structure #LI-Remote Requisition #: 341229 Background Screening If you are selected for a position, there will be a background screen, which may include checks for criminal records and/or motor vehicle reports and/or drug screening, depending on the position requirements. For more information on these checks, please refer to the Post Offer section of our FAQ page. Job-related concerns identified during the background screening may disqualify you from the new position or your current role. Background results will be evaluated on a case-by-case basis. Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records. Equal Employment Opportunities We are committed to providing equal employment opportunities to all persons regardless of race, color, ancestry, citizenship, national origin, religion, veteran status, disability, genetic characteristic or information, age, gender, sexual orientation, gender identity, gender expression, marital status, family status, pregnancy, or other legally protected status (collectively, “protected statuses”). We do not tolerate unlawful discrimination in any employment decisions, including recruiting, hiring, compensation, promotion, benefits, discipline, termination, job assignments or training. Disclaimer The job responsibilities described above indicate the general nature and level of work performed by employees within this classification. It is not intended to include a comprehensive inventory of all duties and responsibilities for this job. Job duties and responsibilities are subject to change based on evolving business needs and conditions. In any materials you submit, you may redact or remove age-identifying information such as age, date of birth, or dates of school attendance or graduation. You will not be penalized for redacting or removing this information. Please be advised that Lumen does not require any form of payment from job applicants during the recruitment process. All legitimate job openings will be posted on our official website or communicated through official company email addresses. If you encounter any job offers that request payment in exchange for employment at Lumen, they are not for employment with us, but may relate to another company with a similar name.

• Develop and execute strategic sales and territory plans to meet and exceed quarterly, and annual revenue objectives. • Manage a diverse deal portfolio, from high-velocity mid-market closings to strategic enterprise accounts. • Partner in lockstep with dedicated BDRs to co-develop territory plans and outbound strategies, providing active coaching and feedback to ensure high-quality pipeline generation and meeting-to-opportunity conversion. • Take full ownership of the end-to-end closing process, including discovery, solution pitching, and procurement activities. • Work closely with technical stakeholders (Data Engineers, FinOps) and executives to identify opportunities to expand SELECT's footprint. • Partner with the Solution Engineering team to drive solution-focused conversations that highlight the platform's technical value. • Develop and execute a multi-channel outbound strategy, including email, LinkedIn, and phone, to create and nurture your own sales opportunities. • Stay abreast of the latest trends in FinOps and data engineering to provide customers with insightful, high-value solutions. • Lead and contribute to team projects to refine our sales playbooks and shape the SELECT sales culture