Job description

About iCOUNTER 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. Position Overview We are seeking an experienced SLED Account Executive to drive new business development and market expansion across the State, Local, Education, and Other Government (SLED) sector. This is a high-impact individual contributor role for a mid-to-senior level professional with deep SLED relationships, proven enterprise sales success, and expertise navigating complex, multi-stakeholder government procurement. You will own the West Region territory and be responsible for identifying, qualifying, and closing opportunities across all SLED verticals—state government, local/municipal government, K-12 education, and higher education—connecting our threat intelligence platform with the agencies and institutions that depend on it to protect critical assets and comply with evolving security requirements. Key Responsibilities - Lead new business development efforts within assigned geographic territory, identifying target accounts across all SLED verticals and executing a strategic go-to-market plan that maximizes territory potential. - Conduct strategic account prospecting and qualification, 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, navigating multi-month timelines, RFx processes, budget cycles, and government procurement requirements. - Build and maintain strategic relationships with key buyer personas across SLED, 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 specific customer security and compliance needs. - Maintain a healthy and well-managed pipeline of opportunities in all stages, forecast accurately, and achieve quarterly and annual revenue targets. Required Skills - Minimum 5+ years of enterprise software sales experience, with at least 3+ years specifically focused on SLED sales - Proven track record of closing large, complex enterprise deals with extended sales cycles and multiple decision-makers - Established network of relationships and credibility within SLED buyer community (state CISOs, local government IT directors, school district technology leaders, higher education security teams) - Deep understanding of SLED procurement processes, RFx workflows, government contracting requirements, and budget cycles across different verticals - Familiarity with cybersecurity and threat intelligence landscape; ability to articulate technical value propositions to both technical and non-technical stakeholders - Knowledge of SLED-specific compliance and regulatory requirements (e.g., FISMA equivalents, CIPA for K-12, state data privacy laws, procurement regulations) - Strong CRM discipline; proficiency with Salesforce or similar sales platform; comfort with sales methodologies and forecasting - Bachelor's degree or equivalent professional experience in technology sales or government sector - Excellent communication, presentation, and negotiation skills with ability to build trust and influence across diverse stakeholder groups Preferred Skills - 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 Benefits & Perks: - 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 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 accommodations@icounter.com. Completion of a Background Check is required for employment at iCOUNTER

Requirements

Must-haves

Lead new business development efforts within assigned geographic territory, identifying target accounts across all SLED verticals and executing a strategic go-to-market plan that maximizes territory potential.
Conduct strategic account prospecting and qualification, 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, navigating multi-month timelines, RFx processes, budget cycles, and government procurement requirements.
Build and maintain strategic relationships with key buyer personas across SLED, 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 specific customer security and compliance needs.
Maintain a healthy and well-managed pipeline of opportunities in all stages, forecast accurately, and achieve quarterly and annual revenue targets.
Minimum 5+ years of enterprise software sales experience, with at least 3+ years specifically focused on SLED sales
Proven track record of closing large, complex enterprise deals with extended sales cycles and multiple decision-makers
Established network of relationships and credibility within SLED buyer community (state CISOs, local government IT directors, school district technology leaders, higher education security teams)
Deep understanding of SLED procurement processes, RFx workflows, government contracting requirements, and budget cycles across different verticals
Familiarity with cybersecurity and threat intelligence landscape; ability to articulate technical value propositions to both technical and non-technical stakeholders
Knowledge of SLED-specific compliance and regulatory requirements (e.g., FISMA equivalents, CIPA for K-12, state data privacy laws, procurement regulations)
Strong CRM discipline; proficiency with Salesforce or similar sales platform; comfort with sales methodologies and forecasting
Bachelor's degree or equivalent professional experience in technology sales or government sector
Excellent communication, presentation, and negotiation skills with ability to build trust and influence across 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

Application prep

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Keywords to mirror

aigo

Platform: ashby
Effort: quick

Benefits

Benefits detected in the listing.

Dental

Vision

401(K)

Pto