Sales Engineer (US-West)

iCOUNTER; Sacramento (CA); Remote; USD 200,000 - 250,000; Full time

Benefits offered by this job

Health coverage (Full)

401(k)

HSA & FSA

Flexible PTO

Equity ownership

Holidays & Sick days

Home-office stipend

Job summary

iCOUNTER is seeking a technically skilled Sales Engineer to support the growth of our Cyber Risk Intelligence platform. You will bridge complex cybersecurity capabilities with business needs, delivering compelling technical demonstrations and guiding solution design throughout the sales process.

In this remote role (West region: Mountain and Pacific Time Zones), you will collaborate with Account Executives, respond to security questionnaires, and help move prospects to customers as part of a

Qualifications

• Deep understanding of cybersecurity concepts and risk frameworks.
• Ability to translate technical capabilities into business value for executives.
• Experience with enterprise software sales cycles and solution selling.
• Proficiency with CRM tools (e.g., Salesforce) and demo/presentation platforms.
• Excellent written and verbal communication skills.
• Strong organizational discipline to manage multiple engagements.

Responsibilities

• Partner with Account Executives to develop and execute sales strategies for enterprise and mid-market prospects.
• Lead technical discovery sessions to understand client risk environments and objectives.
• Deliver tailored product demonstrations tied to client threat scenarios.
• Respond to RFPs/RFIs with accurate technical content.
• Design and manage proof-of-concept engagements to show measurable value.
• Serve as the primary technical resource during the sales cycle.

Skills

Threat intelligence

NIST framework

MITRE ATT&CK

Vulnerability management

Business value translation

Salesforce

Education

Bachelor's in CS or InfoSec

Tools

Demo platforms

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 searching for a technically skilled and client-focused Sales Engineer to support the growth of our Cyber Risk Intelligence platform. As a key member of our team, you will bridge the gap between complex cybersecurity capabilities and the unique business needs of prospective clients. You will work closely with our sales organization to deliver compelling technical demonstrations, guide solution design, and build trust in our platform throughout the sales process.

• This role is remote with candidates residing in the west region (Mountain and Pacific Time Zones).

Key Responsibilities

• Partner with Account Executives to develop and execute sales strategies for enterprise and mid-market prospects
• Lead technical discovery sessions to understand client risk environments, security maturity, and business objectives
• Deliver tailored product demonstrations that connect platform capabilities to client-specific threat and risk scenarios
• Respond to RFPs, RFIs, and security questionnaires with accurate and persuasive technical content
• Design and manage proof-of-concept engagements, ensuring prospects experience measurable value
• Serve as the primary technical resource during the sales cycle, addressing questions around architecture, integrations, and data handling
• Collaborate with Product and Engineering teams to relay prospect feedback and influence the product roadmap
• Support the transition from prospect to customer by partnering with the Customer Success team during onboarding

Required Skills

• Strong understanding of cybersecurity concepts, including threat intelligence, risk frameworks (e.g., NIST, MITRE ATT&CK), and vulnerability management
• Ability to translate technical capabilities into clear business value for both technical and executive audiences
• Experience with enterprise software sales cycles and solution selling methodologies
• Proficiency with CRM tools (e.g., Salesforce) and demo/presentation platforms
• Excellent written and verbal communication skills
• Strong organizational discipline with the ability to manage multiple engagements simultaneously

Qualifications

• 3+ years of experience in a Sales Engineering, Solutions Consulting, or technical pre-sales role
• Background in cybersecurity, risk management, or threat intelligence (vendor or practitioner side)
• Bachelor’s degree in Computer Science, Information Security, or a related discipline, or equivalent practical experience
• Relevant certifications such as CISSP, CEH, Security+, or similar are a plus
• Willingness to travel up to 25% for on-site client engagements and industry events

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.

Compensation Range: $200K - $250K