Federal Account Executive - DoW

iCOUNTER; Arlington (VA); On-site; USD 100,000 - 150,000; Full time

Benefits offered by this job

Health benefits

Dental benefits

Vision benefits

Disability insurance

Flexible time off

Wellbeing programs

Job summary

iCOUNTER is seeking a highly motivated Federal Account Executive to drive revenue growth and strategic customer engagement across the U.S. Department of War market.

This role is responsible for identifying, developing, and closing new business opportunities while expanding strategic relationships across defense organizations. The ideal candidate is a proven cybersecurity or technology sales professional with experience navigating complex federal procurement environments, engaging senior military

Qualifications

• 5+ years of successful sales experience supporting Department of War customers.
• Proven track record of meeting or exceeding sales quotas in cybersecurity, threat intelligence, SaaS, enterprise software, or related technology sectors.
• Experience selling into one or more DoW organizations, including military services, defense agencies, combatant commands, or intelligence organizations.
• Demonstrated success managing complex sales cycles involving multiple stakeholders and procurement processes.
• Strong understanding of federal acquisition and contracting environments.
• Strong prospecting, relationship building, and opportunity development capabilities.
• Excellent communication, presentation, and negotiation skills.

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.

Skills

Federal DoW sales

Complex sales cycles

Relationship building

Executive communications

Negotiation skills

Defense sector knowledge

Job description

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. Department of War (DoW) market. This role is responsible for identifying, developing, and closing new business opportunities while expanding strategic relationships across defense organizations.

The ideal candidate is a proven cybersecurity or technology sales professional with experience navigating complex federal procurement environments, engaging senior military and civilian leadership, and selling mission-critical solutions into defense organizations.

This role will focus on introducing and expanding iCOUNTER’s Counter Threat Operations, threat intelligence, third-party risk, and cyber risk management capabilities across the DoW ecosystem. The successful candidate will work closely with channel partners, systems integrators, technical teams, and executive leadership to achieve growth objectives.

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

• 5+ years of successful sales experience supporting Department of War customers
• Proven track record of meeting or exceeding sales quotas in cybersecurity, threat intelligence, SaaS, enterprise software, or related technology sectors
• Experience selling into one or more DoW organizations, including military services, defense agencies, combatant commands, or intelligence organizations
• Demonstrated success managing complex sales cycles involving multiple stakeholders and procurement processes
• Strong understanding of federal acquisition and contracting environments
• Strong prospecting, relationship building, and opportunity development capabilities
• Excellent communication, presentation, and negotiation skills

Preferred Skills

• Existing relationships within Army, Navy, Air Force, Space Force, DISA, SOCOM, Cyber Command, or other defense organizations
• Experience selling cybersecurity, threat intelligence, fraud prevention, risk management, or intelligence platforms
• Familiarity with defense acquisition process and contract vehicles
• Active security clearance or ability to obtain one
• Completion of a Background Check is required for employment at iCOUNTER

Why Join iCOUNTER

This is a rare opportunity to help define a new cybersecurity category while working alongside industry pioneers, 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.

Accommodation

If you need accommodations, reach out to [e-mail].

Benefits

• employer-paid health, dental, vision plans, life and short/long term disability, flexible time off, wellbeing programs, and more.