Account Executive, Enterprise Sales (Remote - MN, MO, WI)

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.

Responsibilities

• Own the full enterprise sales cycle from initial qualification through contract closure, managing complex, multi-stakeholder deals with enterprise-level forecast accuracy and consistency.
• Build and maintain trusted relationships with C-level security/risk executives (CISO, VP Security, Chief Risk Officer), technical sponsors (security engineers, architects), and procurement/legal stakeholders throughout extended evaluation and procurement cycles.
• Drive new business development through strategic prospecting, account planning, and executive-level business case development aligned with our go-to-market strategy and customer security priorities.
• Navigate complex enterprise procurement processes, including security/compliance reviews, vendor evaluations, legal negotiations, and multi-department consensus-building across Security, IT, Procurement, and Risk teams.
• Collaborate effectively with sales engineers, product specialists, threat intel SMEs, and integration partners to position our differentiated value in competitive evaluations and deliver tailored solutions.
• Maintain disciplined pipeline management with quarterly forecasting, activity tracking, and deal staging within Salesforce, demonstrating consistent accuracy and predictability for leadership.
• Actively represent the company within security community chapters and build thought leadership presence in the threat intelligence/security operations ecosystem.

Requirements

• 5+ years of enterprise sales experience with demonstrated track record of consistent quota attainment and successful new business development within competitive, complex enterprise environments.
• Proven success managing complex, multi-threaded enterprise deals with extended sales cycles, multiple stakeholders, and competitive RFP/evaluation processes.
• Executive level relationships with ability to identify, map, and engage security decision makers and buyers at the C-level.
• Ability to understand customer security posture, threat landscape, and business drivers; tailoring solutions to customer outcomes.
• Fluency in security operations, threat detection, compliance frameworks, and how threat intelligence fits into broader security stack.
• Experience working alongside security integrators, MSSPs, resellers, and technology partners; ability to collaborate and position for mutual success.

Qualifications

• Excellent interpersonal, presentation, and written communication skills.
• Ability to operate independently while collaborating effectively cross-functionally.
• Active participation or demonstrated involvement in the security community (e.g., ISSA, ISACA, local chapters) is strongly preferred.

Benefits

• 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.

Pay

Compensation Range: $300K - $320K

This is a remote role with candidates residing within MN, MO, WI, or KS.