Federal Account Executive - DoW

iCOUNTER; United States; Remote; USD 120,000 - 180,000; Full time

Benefits offered by this job

Full Health, Dental, & Vision Coverage

401(k), HSA, & FSA Plans

Flexible PTO

Meaningful equity ownership

Company Holidays & Paid Sick Days

Monthly home-office stipend

Job summary

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

The role requires navigating complex federal procurement environments and engaging senior military and civilian leadership to close new business opportunities. You will expand iCOUNTER’s Counter Threat Operations and threat intelligence capabilities within defense organizations, collaborating with channel partners, SI partners, technical teams,

Qualifications

• 5+ years of successful sales experience with Department of War customers.
• Proven track record meeting or exceeding quotas in cybersecurity/tech sectors.
• Experience selling into defense organizations including military services and defense agencies.

Responsibilities

• Identify, qualify, and close new business opportunities across the DoW.
• Develop strategic account plans to drive revenue growth and pipeline.
• Build trusted relationships with military and civilian leaders to align solutions with mission objectives.
• Conduct executive briefings, solution demonstrations, and strategic planning sessions.
• Provide market intelligence to inform product strategy and GTM initiatives while achieving revenue goals.

Skills

DoD sales experience

Cybersecurity sales

Relationship building

Executive engagement

Complex sales cycles

Federal procurement

Negotiation skills

Job description

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.

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

Benefits & Perks:

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

• 401(k), HSA, & FSA Plans

• Flexible PTO

• Meaningful equity ownership

• Company Holidays & Paid Sick Days

• Monthly home-office stipend for internet, equipment, or other technology needs

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].

Completion of a Background Check is required for employment at iCOUNTER