SLED Account Executive

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-we're defining it.

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 Central 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.

• 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.

• 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

• Full Health, Dental, & Vision Coverage, with 100% employee premiums covered and 90% dependent premiums covered on base plans
• 401(k),…