Account Executive, Enterprise Sales; US, Mid-Atlantic)

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.

We are looking for a driven and experienced Account Executive to join our growing team. In this role, you will be responsible for driving new business and expanding relationships within enterprise and commercial accounts, with a focus on cybersecurity and threat intelligence solutions.

This is a full-cycle sales role for someone who thrives in a consultative environment, builds lasting relationships at every level of an organization, and brings both the discipline and the emotional intelligence to navigate complex, high-stakes deals. If you are passionate about the security community and want to represent a company that genuinely puts customers first, we want to hear from you.

• Own the full enterprise sales cycle from initial qualification through contract closure, managing complex, multi-stakeholder deals with enterprise-level forecast accuracy and consistency.

• Build and maintain trusted relationships with C-level security/risk executives (CISO, VP Security, Chief Risk Officer), technical sponsors (security engineers, architects), and procurement/legal stakeholders throughout extended evaluation and procurement cycles.

• Drive new business development through strategic prospecting, account planning, and executive-level business case development aligned with our go-to-market strategy and customer security priorities.

• Navigate complex enterprise procurement processes , including security/compliance reviews, vendor evaluations, legal negotiations, and multi-department consensus-building across Security, IT, Procurement, and Risk teams.

• Collaborate effectively with sales engineers, product specialists, threat intel SMEs, and integration partners to position our differentiated value in competitive evaluations and deliver tailored solutions.

• Maintain disciplined pipeline management with quarterly forecasting, activity tracking, and deal staging within Salesforce, demonstrating consistent accuracy and predictability for leadership.

• Actively represent the company within security community chapters and build thought leadership presence in the threat intelligence/security operations ecosystem.

• 5+ years of enterprise sales experience with demonstrated track record of consistent quota attainment and successful new business development within competitive, complex enterprise environments

• Proven success managing complex, multi-threaded enterprise deals with extended sales cycles, multiple stakeholders, and competitive RFP/evaluation processes

• Executive level relationships with ability to identify, map, and engage security decision makers and buyers at the C-level

• Ability to understand customer security posture, threat landscape, and business drivers; tailoring solutions to customer outcomes

• Fluency in security operations, threat detection, compliance frameworks, and how threat intelligence fits into broader security stack

• Experience working…