Federal Account Executive - DoW
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
- 5+ years of successful sales experience supporting Department of War customers
- Proven track record of meeting or exceeding sales quotas in cybersecurity, threat intelligence, SaaS, enterprise software, or related technology sectors
- Experience selling into one or more DoW organizations, including military services, defense agencies, combatant commands, or intelligence organizations
- Demonstrated success managing complex sales cycles involving multiple stakeholders and procurement processes
- Strong understanding of federal acquisition and contracting environments
- Strong prospecting, relationship building, and opportunity development capabilities
- Excellent communication, presentation, and negotiation skills
Nice To Haves
- Existing relationships within Army, Navy, Air Force, Space Force, DISA, SOCOM, Cyber Command, or other defense organizations
- Experience selling cybersecurity, threat intelligence, fraud prevention, risk management, or intelligence platforms
- Familiarity with defense acquisition process and contract vehicles
- Active security clearance or ability to obtain one
Responsibilities
- Identify, qualify, and close new business opportunities across the defense sector while managing complex sales cycles from initial engagement through contract award and deployment
- Develop and execute strategic account plans to drive revenue growth, expand market presence, and build a robust pipeline through proactive prospecting, networking, and relationship development
- Build trusted relationships with military leaders, civilian executives, cybersecurity professionals, acquisition personnel, and program managers to align iCOUNTER solutions with mission objectives
- Conduct executive briefings, solution demonstrations, and strategic planning sessions to position iCOUNTER as a trusted cybersecurity partner
- Provide customer and market intelligence to inform product strategy, competitive positioning, and go-to-market initiatives while consistently achieving revenue and growth objectives
Benefits
- Full Health, Dental, & Vision Coverage, with 100% employee premiums covered and 90% dependent premiums covered on base plans
- 401(k), HSA, & FSA Plans
- Flexible PTO
- Meaningful equity ownership
- Company Holidays & Paid Sick Days
- Monthly home-office stipend for internet, equipment, or other technology needs
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
