Federal Account Executive - Intel Community

Icounter; Washington, Northern (District of Columbia, KY); Hybrid; USD 170,000 - 210,000; Full time

Benefits offered by this job

Health coverage

401(k) plan

Flexible PTO

Equity ownership

Holidays & PTO

Job summary

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.

Qualifications

• Active TS/SCI clearance is required.
• 5+ years of sales experience supporting Intelligence Community customers.
• Proven track record of meeting or exceeding sales quotas in cybersecurity, threat intelligence, SaaS, or enterprise software.
• Experience selling into intelligence or national security organizations.
• Experience managing complex federal sales cycles with multiple stakeholders.
• Strong prospecting, relationship-building, and opportunity development capabilities.

Responsibilities

• Identify, qualify, and close new business opportunities across the defense sector with complex sales cycles.
• Develop and execute strategic account plans to drive revenue growth and build a robust pipeline.
• Build trusted relationships with military leaders, civilian executives, cybersecurity professionals, and program managers.
• Conduct executive briefings, demonstrations, and strategic planning sessions.
• Provide market intelligence to inform product strategy and go-to-market initiatives while achieving revenue objectives.

Skills

Active TS/SCI clearance

5+ years sales experience

IC/defense sales

Federal sales cycles

Relationship building

Executive communications

Opportunity development

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. 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

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