Federal Account Executive - DoW

iCOUNTER•Arlington, VA

About The Position

iCOUNTER is building the future of cybersecurity. Modern enterprises rely on thousands of third parties, suppliers, SaaS providers, contractors, and digital partners. At the same time, attackers have shifted their focus to these trusted relationships. Today, nearly half of reported breaches involve a third party, making the extended enterprise one of the largest attack surfaces in cybersecurity. iCOUNTER is the first Risk Intelligence company built to help organizations identify, determine, and counter threats across their ecosystem. Our AI-native platform makes a Risk Determination at the point of intelligence collection, helping organizations understand what is real, what is relevant, and what requires action. At the center of our platform is CTOS™, the Counter Threat Operating System. CTOS continuously monitors adversary activity, credential exposure, targeting behavior, and ecosystem risk across third and fourth parties. It then routes intelligence into action through automated workflows and managed operations. Position Overview iCOUNTER is seeking a highly motivated Federal Account Executive to drive revenue growth and strategic customer engagement across the U.S. Department of War (DoW) market. This role is responsible for identifying, developing, and closing new business opportunities while expanding strategic relationships across defense organizations. The ideal candidate is a proven cybersecurity or technology sales professional with experience navigating complex federal procurement environments, engaging senior military and civilian leadership, and selling mission-critical solutions into defense organizations. This role will focus on introducing and expanding iCOUNTER’s Counter Threat Operations, threat intelligence, third-party risk, and cyber risk management capabilities across the DoW ecosystem. The successful candidate will work closely with channel partners, systems integrators, technical teams, and executive leadership to achieve growth objectives.

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
Completion of a Background Check is required for employment at iCOUNTER

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