Position Overview
The Director of Sales Engineering s responsible for building, scaling, and guiding iCOUNTER's Sales Engineering organization. This role oversees the technical teams that support pre-sales engagements, customer onboarding, solution architecture, and the successful operationalization of iCOUNTER's
cyber-intelligence capabilities across enterprise and government environments.
This leader ensures that Sales Engineering operates as a world-class, customer-centric, technically elite function -one that accelerates revenue, strengthens customer trust, and drives adoption of iCOUNTER's platform. The Director partners closely with Sales, Product, Engineering, Threat Intelligence, and Customer Success to ensure customers receive exceptional technical guidance from first conversation through long-term deployment.
The ideal candidate brings deep technical credibility, proven leadership of distributed engineering teams, and the ability to operate at both strategic and tactical levels in a fast-moving, mission-driven cybersecurity environment.
Responsibilities/Tasks
- Serve as the initial hands-on Sales Engineer, leading technical discovery, customized product demonstrations, proof-of-concept (POC) deployments, security reviews, and RFP responses for enterprise prospects.
- Partner closely with Account Executives throughout the full sales cycle to develop technical win strategies, overcome objections, and articulate how iCOUNTER's CTOS platform reduces third-party risk through compromise intelligence.
- Build and mature the Sales Engineering function: define operating models, processes, tools, and best practices to support scalable pre-sales activities as the company grows.
- Recruit, hire, mentor, and lead a team of Sales Engineers, providing technical guidance, career development, and performance management.
- Act as a trusted technical advisor to customers and prospects, translating complex threat intelligence concepts (adversary targeting, third-party compromise signals, etc.) into clear business value.
- Collaborate with Product, Engineering, and Marketing teams to provide customer feedback, influence product roadmap, and develop technical sales enablement materials, demos, and competitive battle cards.
- Support enterprise-level technical evaluations, integrations, and security/compliance requirements common in cybersecurity sales.
- Contribute to overall sales strategy, forecasting, and revenue goals by ensuring technical excellence in every deal.
- Stay current with evolving cyber threats, third-party risk management trends, and the competitive landscape in the threat intelligence space.
Required Skills
- 8+ years of experience in Sales Engineering or Pre-Sales roles within cybersecurity, threat intelligence, or enterprise software, with at least 3 years in a leadership or team-building capacity
- Strong technical expertise in cybersecurity, threat intelligence, third-party risk management, or related domains (e.g., understanding of adversary TTPs, compromise intelligence, extended enterprise risk)
- Proven ability to build and run technical evaluations, POCs, and demonstrations for complex enterprise software solutions
- Experience starting or scaling a Sales Engineering program in a high-growth SaaS environment
- Excellent communication and presentation skills, with the ability to explain sophisticated technical concepts to both technical and executive audiences
- Strong collaboration and influencing skills; ability to work effectively with sales, product, and engineering teams
- Self-starter mindset with a track record of driving results in ambiguous, fast-paced settings
Preferred Skills:
- Prior experience with threat intelligence platforms, cyber risk intelligence, or third-party risk solutions
- Hands-on familiarity with CTI tools, SIEM/SOAR integrations, or security assessment methodologies
- Experience selling into security, risk, or compliance teams at large enterprises
- Background in building demo environments, technical enablement programs, or sales playbooks
- Familiarity with SaaS sales cycles, including RFPs, security questionnaires, and procurement processes
Education/Certifications:
- Bachelor's degree in Computer Science, Cybersecurity, Engineering, or a related technical field (or equivalent experience)
- Relevant certifications (e.g., CISSP, CCSP, GIAC, or sales engineering-specific training) are a plus
Completion of a Background Check is required for employment at iCOUNTER
