icounter - Account Executive, Enterprise Sales (Northeast)
Requirements
• 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 • 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
Responsibilities
• Own the full enterprise sales cycle from initial qualification through contract closure, managing complex, 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.
Benefits
• Full Health, Dental, & Vision Coverage, with 100% employee premiums covered and 90% dependent premiums covered on base plans • 401(k), HSA, & FSA Plans • Meaningful equity ownership • Company Holidays & Paid Sick Days • Monthly home-office stipend for internet, equipment, or other technology needs
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