SLED Account Executive – US West

This is a fully remote position, open to applicants in California.

📋 Description

• Drive the development of new business opportunities within the designated geographic area, covering state, local, K-12, and higher education sectors.

• Implement a strategic go-to-market strategy to optimize the potential of the territory.

• Identify and qualify target accounts, as well as key decision-makers, influencers, and procurement stakeholders.

• Oversee intricate sales processes from the identification of opportunities through to the signing of contracts.

• Navigate RFx procedures, budget cycles, and government procurement regulations effectively.

• Establish and nurture relationships with SLED buyers, including CISOs, security directors, IT procurement officials, and institutional decision-makers.

• Partner with Sales Engineering and Product teams to create tailored demonstrations, proposals, and proofs of concept.

• Maintain a robust opportunity pipeline, provide accurate forecasts, and meet quarterly and annual revenue goals.

⛳️ Requirements

• At least 5+ years of experience in enterprise software sales, with a minimum of 3+ years dedicated to SLED sales.

• Demonstrated success in closing large, complex enterprise deals that involve extended sales cycles and multiple decision-makers.

• Established network of relationships and reputation within the SLED buyer community.

• In-depth knowledge of SLED procurement processes, RFx workflows, government contracting standards, and budget cycles.

• Familiarity with the cybersecurity and threat intelligence landscape.

• Understanding of SLED-specific compliance and regulatory requirements, including FISMA equivalents, CIPA for K-12, state data privacy laws, and procurement regulations.

• Strong CRM discipline; adept at using Salesforce or similar sales platforms.

• Bachelor’s degree or equivalent professional experience in technology sales or the government sector.

• Exceptional communication, presentation, and negotiation abilities.

• Active security clearance (Secret or higher) or the capability to obtain one; experience in cleared environments is preferred.

• Prior experience in selling cybersecurity, threat intelligence, or related security solutions to government clients.

• Experience in startup or high-growth company sales, with a comfort level in adapting to evolving business models and rapid scaling.

• Must be legally authorized to work in the United States.

• Completion of a background check is mandatory for employment at iCOUNTER.

🏝️ Benefits

• Comprehensive Health, Dental, & Vision Coverage, with 100% of employee premiums covered and 90% of dependent premiums on base plans.

• 401(k), HSA, & FSA Plans.

• Flexible Paid Time Off (PTO).

• Significant equity ownership opportunities.

• Company Holidays & Paid Sick Days.

• Monthly home-office stipend for internet, equipment, or other technology needs.