SLED Enterprise Account Executive – Threat Intelligence

iCOUNTER; Sacramento (CA); On-site; USD 300,000 - 320,000; Full time

Benefits offered by this job

Full Health, Dental, & Vision coverage

401(k), HSA, & FSA

Flexible PTO

Meaningful equity ownership

Company holidays & paid sick days

Monthly home-office stipend

Job summary

iCOUNTER is seeking an experienced SLED Account Executive to drive new business development and expand in State, Local, Education, and Other Government sectors. You will own the West Region territory and close complex multi-stakeholder opportunities by aligning our threat intelligence platform with agency needs.

You will manage end-to-end sales cycles, build relationships with CISOs and procurement officers, and collaborate with Sales Engineering to deliver tailored demonstrations and POCs while

Qualifications

• 5+ years enterprise software sales, with at least 3+ years focused on SLED.
• Proven track record closing large, complex enterprise deals with extended sales cycles and multiple decision-makers.
• Established network of relationships and credibility within SLED buyer community (state CISOs, local government IT directors, school district technology leaders, higher education security teams)
• Deep understanding of SLED procurement processes, RFx workflows, government contracting requirements, and budget cycles across different verticals.

Responsibilities

• Lead new business development efforts within assigned geographic territory, identifying target accounts across all SLED verticals and executing a strategic go-to-market plan that maximizes territory potential.
• Conduct strategic account prospecting and qualification, identifying decision-makers, influencers, and procurement stakeholders across state agencies, municipalities, school districts, and higher education institutions.
• Manage end-to-end complex sales cycles from opportunity identification through contract signature, navigating multi-month timelines, RFx processes, budget cycles, and government procurement requirements.
• Build and maintain strategic relationships with key buyer personas across SLED, including CISOs, security directors, IT procurement officers, and institutional decision-makers.
• Collaborate with Sales Engineering and Product teams to design and deliver customized demonstrations, proposals, and POCs that address specific customer security and compliance needs.
• Maintain a healthy and well-managed pipeline of opportunities in all stages, forecast accurately, and achieve quarterly and annual revenue targets.

Skills

SLED sales

Enterprise deals

Stakeholder mgmt

RFx processes

Security & compliance

CRM discipline

Communication & negotiation

Education

Bachelor's degree or equivalent

Tools

Salesforce

Job description

iCOUNTER is seeking an experienced SLED Account Executive to drive new business development and expand in State, Local, Education, and Other Government sectors. You will own the West Region territory and close complex multi-stakeholder opportunities by aligning our threat intelligence platform with agency needs.

You will manage end-to-end sales cycles, build relationships with CISOs and procurement officers, and collaborate with Sales Engineering to deliver tailored demonstrations and POCs while