SLED Account Executive (US-West)

iCOUNTER • Sacramento, CA

1d

About The Position

iCOUNTER is seeking an experienced SLED Account Executive to drive new business development and market expansion across the State, Local, Education, and Other Government sector. This high-impact individual contributor role is for a mid-to-senior level professional with deep SLED relationships, enterprise sales success, and expertise navigating complex, multi-stakeholder government procurement. The role owns the West Region territory and identifies, qualifies, and closes opportunities across state government, local and municipal government, K-12 education, and higher education. The Account Executive connects iCOUNTER’s threat intelligence platform with agencies and institutions seeking to protect critical assets and comply with evolving security requirements.

The role involves developing and executing a strategic territory go-to-market plan, building relationships with SLED buyers, managing complex sales cycles, and collaborating with Sales Engineering and Product teams on customer demonstrations, proposals, and proofs of concept. The Account Executive is responsible for maintaining a healthy pipeline, forecasting accurately, and achieving quarterly and annual revenue targets.

Requirements

• At least 5 years of enterprise software sales experience, including at least 3 years specifically focused on SLED sales.
• Proven record of closing large, complex enterprise deals with extended sales cycles and multiple decision-makers.
• Established relationships and credibility within the SLED buyer community, including state CISOs, local government IT directors, school district technology leaders, and higher education security teams.
• Deep understanding of SLED procurement processes, RFx workflows, government contracting requirements, and budget cycles across different verticals.
• Familiarity with the cybersecurity and threat intelligence landscape and ability to articulate technical value propositions to technical and non-technical stakeholders.
• Knowledge of SLED-specific compliance and regulatory requirements, such as FISMA equivalents, CIPA for K-12, state data privacy laws, and procurement regulations.
• Strong CRM discipline and proficiency with Salesforce or a similar sales platform; comfort with sales methodologies and forecasting.
• Bachelor's degree or equivalent professional experience in technology sales or the government sector.
• Excellent communication, presentation, and negotiation skills, with the ability to build trust and influence diverse stakeholder groups.

Nice To Haves

• Active security clearance (Secret or higher) or ability to obtain one; experience working within cleared environments.
• Prior experience selling cybersecurity, threat intelligence, or related security solutions to government buyers.
• Startup or high-growth company sales experience and comfort with evolving business models and rapid scaling.

Responsibilities

• Lead new business development within the assigned geographic territory, identify target accounts across SLED verticals, and execute a strategic go-to-market plan.
• Prospect and qualify accounts, identifying decision-makers, influencers, and procurement stakeholders across state agencies, municipalities, school districts, and higher education institutions.
• Manage end-to-end complex sales cycles from opportunity identification through contract signature, including multi-month timelines, RFx processes, budget cycles, and government procurement requirements.
• Build and maintain strategic relationships with SLED buyer personas, including CISOs, security directors, IT procurement officers, and institutional decision-makers.
• Collaborate with Sales Engineering and Product teams to design and deliver customized demonstrations, proposals, and POCs that address customer security and compliance needs.
• Maintain a healthy pipeline across all stages, forecast accurately, and achieve quarterly and annual revenue targets.

Benefits

• Full health, dental, and vision coverage, with 100% of employee premiums and 90% of dependent premiums covered on base plans.
• 401(k), HSA, and FSA plans.
• Flexible PTO.
• Meaningful equity ownership.
• Company holidays and paid sick days.
• Monthly home-office stipend for internet, equipment, or other technology needs.

What This Job Offers

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