Account Executive, Enterprise Sales

iCOUNTER is building the future of cybersecurity, focusing on helping organizations counter threats across their ecosystem. They are seeking an experienced Account Executive to drive new business and expand relationships within enterprise and commercial accounts, emphasizing cybersecurity and threat intelligence solutions.

Responsibilities:

• Own the full sales cycle from initial qualification through close, managing pipeline with accuracy and consistency
• Build and maintain trusted relationships with C-level executives, technical sponsors, and key stakeholders across target accounts
• Drive new business development through strategic prospecting, account planning, and alignment with our go-to-market strategy
• Collaborate effectively with extended team resources — including sales engineers, business development, vendor SMEs, and third-party integrators — to deliver the best outcome for each customer
• Maintain accurate forecasting and manage all sales activity and account data consistently within Salesforce
• Actively represent the company within local security community chapters (e.g., ISSA) and contribute meaningfully to the broader cybersecurity ecosystem
• Conducting discovery calls, product presentations, and executive briefings to progress opportunities through each stage of the sales cycle
• Engaging C-suite and technical decision-makers through regular outreach, on-site meetings, and strategic account reviews
• Researching target accounts to identify expansion opportunities, key contacts, and competitive positioning
• Coordinating internal resources and facilitating collaboration across sales engineering, vendor partners, and integration teams to support deal execution
• Co-developing go-to-market plans with vendor partners and tracking joint pipeline within named accounts
• Logging all activities, updating opportunity stages, and maintaining forecast accuracy on a continuous basis in Salesforce
• Attending and participating in local security chapter events, industry conferences, and community forums to build brand presence and personal credibility

Requirements:

• Full sales cycle ownership, from prospecting and qualification through negotiation and close
• Executive-level relationship building and stakeholder management
• Strong forecasting discipline and pipeline management
• Proficiency with Salesforce or equivalent CRM platforms
• Consultative selling approach that prioritizes customer outcomes over product-first motions
• Excellent interpersonal, presentation, and written communication skills, with high emotional intelligence
• Collaborative mindset with the ability to coordinate and leverage cross-functional resources effectively
• Commitment to continuous improvement and mastery of sales fundamentals
• Demonstrated track record of consistent quota attainment and successful new business development within target accounts
• Experience working with or selling alongside major security vendors and technology partners
• Familiarity with the cybersecurity channel, including integrators, MSSPs, and third-party architects
• Active participation or demonstrated involvement in the security community (e.g., ISSA, ISACA, local chapters) is strongly preferred