Job Overview
We are looking for a driven and experienced Enterprise Account Executive to join our growing team. In this role, you will be responsible for driving new business and expanding relationships within enterprise and commercial accounts, with a focus on cybersecurity and threat intelligence solutions.
This is a full-cycle sales role for someone who thrives in a consultative environment, builds lasting relationships at every level of an organization, and brings both the discipline and the emotional intelligence to navigate complex, high-stakes deals. If you are passionate about the security community and want to represent a company that genuinely puts customers first, we want to hear from you.
This is a remote role with candidates residing within the West Region U.S. for regional alignment, with candidates ideally located in the Bay Area or Seattle.
Key Responsibilities
- Own the full enterprise sales cycle from initial qualification through contract closure, managing comple, 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.
Required Skills
- 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
Additional 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: iCOUNTER offers eligible employees a variety of benefits including employer-paid health, dental, vision plans, life and short/long term disability, flexible time off, wellbeing programs, and more.
