Position Overview

The Vice President of Sales (US-East) is the executive leader responsible for driving iCOUNTER's revenue growth, strategic account expansion, and market development across enterprise, government, and intelligence-driven sectors. This role owns the full go-to-market motion, leading high-performing sales teams, developing new business channels, and building the partnerships that accelerate adoption of iCOUNTER's cyber-intelligence capabilities.

The VP is accountable for revenue growth, pipeline health, competitive positioning, and long-term customer value. This leader works closely with Product, Marketing, Field Engineering, Customer Advisory, and Threat Intelligence to ensure iCOUNTER's solutions are positioned effectively and aligned with customer missions.

The ideal candidate brings deep experience selling cybersecurity, threat-intelligence, or data-driven platforms, combined with strong executive presence, strategic thinking, and the ability to build and scale world-class sales organizations.

Key Responsibilities

Revenue Leadership & Go-to-Market Strategy

• Own the global revenue strategy, including forecasting, pipeline development, territory planning, and quota design.
• Lead and scale a high-performing sales organization across enterprise, government, and strategic accounts.
• Develop and execute a multi-year go-to-market plan aligned with iCOUNTER's growth objectives and product roadmap.

Business Development & Strategic Partnerships

• Identify, negotiate, and manage strategic partnerships with technology vendors, integrators, MSSPs, and intelligence-sharing organizations.
• Build new business channels that expand iCOUNTER's reach into priority markets.
• Drive co-selling, co-marketing, and joint-solution opportunities that accelerate adoption.

Executive Customer Engagement

• Serve as an executive sponsor for key accounts, building trusted relationships with CISOs, intelligence leaders, fraud executives, and government stakeholders.
• Lead strategic pursuits, high-stakes negotiations, and enterprise-level engagements.
• Ensure customer needs and mission requirements directly inform sales strategy and product direction.

Cross-Functional Alignment

• Partner with Product and Engineering to ensure market feedback shapes roadmap priorities and solution positioning.
• Collaborate with Marketing to refine messaging, campaigns, and demand-generation programs.
• Work closely with Field Engineering and Customer Advisory to ensure technical excellence throughout the sales cycle.

Operational Excellence & Team Development

• Establish sales processes, methodologies, and performance metrics that drive predictable, scalable growth.
• Recruit, develop, and mentor sales leaders and account executives across regions.
• Implement training, enablement, and coaching programs to elevate team performance.

Market Intelligence & Competitive Positioning

• Monitor competitive landscape, market trends, and customer buying behavior to inform strategy.
• Develop differentiated value propositions and sales narratives tailored to intelligence-driven markets.
• Represent iCOUNTER at industry events, conferences, and executive forums.

Required Skills

Leadership & Executive Presence

• 10+ years of experience in enterprise sales, business development, or revenue leadership roles.
• 5+ years leading high-performing sales teams in cybersecurity, threat intelligence, SaaS, or data-platform environments.
• Proven track record of exceeding revenue targets and scaling sales organizations.

Domain Expertise

• Deep understanding of cybersecurity, threat intelligence, fraud prevention, or adjacent risk domains.
• Experience selling into enterprise, federal, or regulated markets.
• Strong familiarity with security architectures, intelligence workflows, and technical buying centers.

Strategic & Analytical Skills

• Ability to build multi-year revenue strategies grounded in data, market insights, and competitive analysis.
• Strong negotiation skills and experience closing complex, multi-stakeholder deals.
• Ability to translate customer missions into compelling business and technical value propositions.

Communication & Collaboration

• Exceptional communication skills with the ability to influence executives, partners, and internal stakeholders.
• Strong cross-functional leadership experience in high-growth, fast-moving environments.
• Ability to travel

Preferred Qualifications

• Bachelor's or Master's degree in Business, Cybersecurity, Engineering, or related field.
• Sales leadership or negotiation certifications

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.