Position Overview
We are seeking an experienced SLED Account Executive to drive new business development and market expansion across the State, Local, Education, and Other Government (SLED) sector. This is a high-impact individual contributor role for a mid-to-senior level professional with deep SLED relationships, proven enterprise sales success, and expertise navigating complex, multi-stakeholder government procurement.
You will own a geographic territory and be responsible for identifying, qualifying, and closing opportunities across all SLED verticals—state government, local/municipal government, K-12 education, and higher education—connecting our threat intelligence platform with the agencies and institutions that depend on it to protect critical assets and comply with evolving security requirements.
Key Responsibilities
- Lead new business development efforts within assigned geographic territory, identifying target accounts across all SLED verticals and executing a strategic go-to-market plan that maximizes territory potential.
- Conduct strategic account prospecting and qualification, identifying decision-makers, influencers, and procurement stakeholders across state agencies, municipalities, school districts, and higher education institutions.
- Manage end-to-end complex sales cycles from opportunity identification through contract signature, navigating multi-month timelines, RFx processes, budget cycles, and government procurement requirements.
- Build and maintain strategic relationships with key buyer personas across SLED, including CISOs, security directors, IT procurement officers, and institutional decision-makers.
- Collaborate with Sales Engineering and Product teams to design and deliver customized demonstrations, proposals, and POCs that address specific customer security and compliance needs.
- Maintain a healthy and well-managed pipeline of opportunities in all stages, forecast accurately, and achieve quarterly and annual revenue targets.
Required Skills
- Minimum 5+ years of enterprise software sales experience, with at least 3+ years specifically focused on SLED sales
- Proven track record of closing large, complex enterprise deals with extended sales cycles and multiple decision-makers
- Established network of relationships and credibility within SLED buyer community (state CISOs, local government IT directors, school district technology leaders, higher education security teams)
- Deep understanding of SLED procurement processes, RFx workflows, government contracting requirements, and budget cycles across different verticals
- Familiarity with cybersecurity and threat intelligence landscape; ability to articulate technical value propositions to both technical and non-technical stakeholders
- Knowledge of SLED-specific compliance and regulatory requirements (e.g., FISMA equivalents, CIPA for K-12, state data privacy laws, procurement regulations)
- Strong CRM discipline; proficiency with Salesforce or similar sales platform; comfort with sales methodologies and forecasting
- Bachelor's degree or equivalent professional experience in technology sales or government sector
- Excellent communication, presentation, and negotiation skills with ability to build trust and influence across diverse stakeholder groups
Preferred Skills
- Active security clearance (Secret or higher) or ability to obtain one; experience working within cleared environments
- Prior experience selling cybersecurity, threat intelligence, or related security solutions to government buyers
- Startup or high-growth company sales experience and comfort with evolving business models and rapid scaling
iCOUNTER is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability or veteran status, or any other applicable state or federal protected class. iCOUNTER provides affirmative action in employment for qualified Individuals with a Disability and Protected Veterans in compliance with Section 503 of the Rehabilitation Act and the Vietnam Era Veterans’ Readjustment Assistance Act.
Accommodation: If you need accommodations, reach out to [email protected].
Completion of a Background Check is required for employment at iCOUNTER.
Skills Required
- 5+ years of enterprise software sales experience
- 3+ years of SLED sales experience
- Proven success closing large, complex enterprise deals with extended sales cycles and multiple decision-makers
- Established relationships and credibility within the SLED buyer community
- Deep understanding of SLED procurement, RFx workflows, government contracting requirements, and budget cycles
- Familiarity with cybersecurity and threat intelligence
- Knowledge of SLED compliance and regulatory requirements
- Proficiency with Salesforce or a similar sales platform
- Bachelor's degree or equivalent professional experience in technology sales or the government sector
- Excellent communication, presentation, negotiation, relationship-building, and influencing skills
- Active Secret or higher security clearance, or ability to obtain one
- Experience selling cybersecurity, threat intelligence, or related security solutions to government buyers
- Startup or high-growth company sales experience
What We Do
iCOUNTER is a cyber risk intelligence provider that enables companies to counter targeted cyber-attacks through precision risk intelligence. As a leader in Third-Party Risk Intelligence (TPRI), iCOUNTER utilizes its Counter Threat Operating System (CTOS) and AI-enhanced human intelligence to detect and deflect highly targeted, AI-enabled threats across a company's ecosystem, shifting the approach from static risk assessments to real-time counter-threat operations.
