Account Executive, Enterprise Sales (Remote - US - West Region)

About iCOUNTER

 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.

If you want to help define the next era of cybersecurity and build technology that helps organizations stop monitoring threats and start countering them, we'd love to meet you.

Job Overview

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. You will serve as a trusted advisor to customers and will be expected to lead with their needs above all else. 

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. 

This is a remote role with candidates residing within the West Region U.S. for regional alignment, with candidates ideally located in the Bay Area, Seattle, or the northwest. 

Responsibilities/Tasks 

• Own the full sales cycle from initial qualification through close, managing pipeline with accuracy and consistency 

• Build and maintain trusted relationships with C-level executives, technical sponsors, and key stakeholders across target accounts 

• Drive new business development through strategic prospecting, account planning, and alignment with our go-to-market strategy 

• Collaborate effectively with extended team resources — including sales engineers, business development, vendor SMEs, and third-party integrators — to deliver the best outcome for each customer 

• Maintain accurate forecasting and manage all sales activity and account data consistently within Salesforce 

• Actively represent the company within local security community chapters (e.g., ISSA) and contribute meaningfully to the broader cybersecurity ecosystem 

Work Activities  

• Conducting discovery calls, product presentations, and executive briefings to progress opportunities through each stage of the sales cycle 

• Engaging C-suite and technical decision-makers through regular outreach, on-site meetings, and strategic account reviews 

• Researching target accounts to identify expansion opportunities, key contacts, and competitive positioning 

• Coordinating internal resources and facilitating collaboration across sales engineering, vendor partners, and integration teams to support deal execution 

• Co-developing go-to-market plans with vendor partners and tracking joint pipeline within named accounts 

• Logging all activities, updating opportunity stages, and maintaining forecast accuracy on a continuous basis in Salesforce 

• Attending and participating in local security chapter events, industry conferences, and community forums to build brand presence and personal credibility 

Required Skills  

• Full sales cycle ownership, from prospecting and qualification through negotiation and close 

• Executive-level relationship building and stakeholder management 

• Strong forecasting discipline and pipeline management 

• Proficiency with Salesforce or equivalent CRM platforms 

• Consultative selling approach that prioritizes customer outcomes over product-first motions 

• Excellent interpersonal, presentation, and written communication skills, with high emotional intelligence 

• Collaborative mindset with the ability to coordinate and leverage cross-functional resources effectively 

• Commitment to continuous improvement and mastery of sales fundamentals 

Qualifications  

• Demonstrated track record of consistent quota attainment and successful new business development within target accounts 

• Experience working with or selling alongside major security vendors and technology partners 

• Familiarity with the cybersecurity channel, including integrators, MSSPs, and third-party architects 

• Active participation or demonstrated involvement in the security community (e.g., ISSA, ISACA, local chapters) is strongly preferred 

Why Join iCOUNTER 

This is a rare opportunity to help define a new cybersecurity category while working alongside industry pioneers, the best minds in threat intel, experienced operators, and world-class investors. You will have a direct impact on company strategy, market leadership, and the future of how organizations counter threats across their extended enterprise.  

If you are energized by ambiguity, inspired by innovation, and excited to build something category-defining, we want to hear from you. 

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.

Completion of a Background Check is required for employment at iCOUNTER

Accommodation: If you need accommodations, reach out to [email protected].  

Benefits: iCOUNTER offers eligible employees a variety of benefits including employer-paid health, dental, vision plans, life and short/long term disability, flexible time off, wellbeing programs, and more.