Director, Sales Engineering

iCOUNTER • Atlanta, GA

1d

About The Position

iCOUNTER is building the future of cybersecurity. Modern enterprises depend on thousands of third parties—yet nearly half of breaches involve them, making the extended enterprise a critical attack surface. iCOUNTER is the first Risk Intelligence company built to counter threats across your entire ecosystem. Our AI-native platform makes Risk Determinations at the point of intelligence collection, helping organizations understand what's real, relevant, and actionable. Founded by cybersecurity pioneers and backed by leading investors, iCOUNTER created a new category: Counter Threat Operations. The first wave focused on prevention. The second on detection and response. The third wave is Counter Threat Operations—and we're defining it.

Requirements

• 8+ years of experience in Sales Engineering or Pre-Sales roles within cybersecurity, threat intelligence, or enterprise software, with at least 3 years in a leadership or team-building capacity
• Strong technical expertise in cybersecurity, threat intelligence, third-party risk management, or related domains (e.g., understanding of adversary TTPs, compromise intelligence, extended enterprise risk)
• Proven ability to build and run technical evaluations, POCs, and demonstrations for complex enterprise software solutions
• Experience starting or scaling a Sales Engineering program in a high-growth SaaS environment
• Excellent communication and presentation skills, with the ability to explain sophisticated technical concepts to both technical and executive audiences
• Strong collaboration and influencing skills; ability to work effectively with sales, product, and engineering teams
• Self-starter mindset with a track record of driving results in ambiguous, fast-paced settings

Nice To Haves

• Prior experience with threat intelligence platforms, cyber risk intelligence, or third-party risk solutions
• Hands-on familiarity with CTI tools, SIEM/SOAR integrations, or security assessment methodologies
• Experience selling into security, risk, or compliance teams at large enterprises
• Background in building demo environments, technical enablement programs, or sales playbooks
• Familiarity with SaaS sales cycles, including RFPs, security questionnaires, and procurement processes
• Relevant certifications (e.g., CISSP, CCSP, GIAC, or sales engineering-specific training) are a plus

Responsibilities

• Serve as the initial hands-on Sales Engineer, leading technical discovery, customized product demonstrations, proof-of-concept (POC) deployments, security reviews, and RFP responses for enterprise prospects.
• Partner closely with Account Executives throughout the full sales cycle to develop technical win strategies, overcome objections, and articulate how iCOUNTER’s CTOS platform reduces third-party risk through compromise intelligence.
• Build and mature the Sales Engineering function: define operating models, processes, tools, and best practices to support scalable pre-sales activities as the company grows.
• Recruit, hire, mentor, and lead a team of Sales Engineers, providing technical guidance, career development, and performance management.
• Act as a trusted technical advisor to customers and prospects, translating complex threat intelligence concepts (adversary targeting, third-party compromise signals, etc.) into clear business value.
• Collaborate with Product, Engineering, and Marketing teams to provide customer feedback, influence product roadmap, and develop technical sales enablement materials, demos, and competitive battle cards.
• Support enterprise-level technical evaluations, integrations, and security/compliance requirements common in cybersecurity sales.
• Contribute to overall sales strategy, forecasting, and revenue goals by ensuring technical excellence in every deal.
• Stay current with evolving cyber threats, third-party risk management trends, and the competitive landscape in the threat intelligence space.

Benefits

• Completion of a Background Check is required for employment at iCOUNTER
• iCOUNTER is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability or veteran status, or any other applicable state or federal protected class. iCOUNTER provides affirmative action in employment for qualified Individuals with a Disability and Protected Veterans in compliance with Section 503 of the Rehabilitation Act and the Vietnam Era Veterans’ Readjustment Assistance Act.
• Accommodation: If you need accommodations, reach out to [email protected].

What This Job Offers

• Job Type: Full-time
• Career Level: Director