Federal Account Executive - Intelligence Community
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. Position Overview iCOUNTER is seeking a highly motivated Federal Account Executive to drive revenue growth and strategic customer engagement across the U.S. Intelligence Community (IC). This role is responsible for developing and expanding relationships within the intelligence agencies, identifying mission-aligned opportunities, and driving adoption of iCOUNTER’s Counter Threat Operations, cyber threat intelligence, third-party risk, and cyber risk management solutions.
Key Responsibilities
Identify, qualify, and close new business opportunities across the defense sector while managing complex sales cycles from initial engagement through contract award and deployment Develop and execute strategic account plans to drive revenue growth, expand market presence, and build a robust pipeline through proactive prospecting, networking, and relationship development Build trusted relationships with military leaders, civilian executives, cybersecurity professionals, acquisition personnel, and program managers to align iCOUNTER solutions with mission objectives Conduct executive briefings, solution demonstrations, and strategic planning sessions to position iCOUNTER as a trusted cybersecurity partner Provide customer and market intelligence to inform product strategy, competitive positioning, and go-to-market initiatives while consistently achieving revenue and growth objectives Required Skills Active TS/SCI clearance 5+ years of successful sales experience supporting Intelligence Community (IC) customers Proven track record of meeting or exceeding sales quotas in cybersecurity, threat intelligence, SaaS, enterprise software, or related technology sectors Experience selling into intelligence or national security organizations Experience managing complex federal sales cycles involving multiple stakeholders Strong prospecting, relationship-building, and opportunity development capabilities Familiarity with intelligence analysis, cyber operations, threat intelligence, risk management, or national security workflows Excellent communication, presentation, and negotiation skills Preferred Skills Existing relationships within Intelligence Community agencies Experience selling cybersecurity, threat intelligence, fraud prevention, risk management, or intelligence platforms Familiarity with classified environments and intelligence acquisition processes Experience working with major intelligence community systems integrators and contractors Behaviors/Values (Cultural Fit) We have created a fantastic corporate culture – our values drive our behaviors. Here are the expectations Passion for cybersecurity and a commitment to maintaining the highest standards of security. Eagerness to learn and stay current with evolving cybersecurity trends. Strong attention to detail and the ability to work under pressure. Ability to work collaboratively in a fast-paced, team-oriented environment. Integrity is paramount; honesty is a core value at iCOUNTER. Completion of a Background Check is required for employment at iCOUNTER 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 [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.