VP Sales, U.S. East (Remote - Eastern US)

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.

About iCOUNTER

iCOUNTER is building the future of cybersecurity.

Modern enterprises rely on thousands of third parties, suppliers, SaaS providers, contractors, and digital partners. At the same time, attackers have shifted their focus to these trusted relationships. Today, nearly half of reported breaches involve a third party, making the extended enterprise one of the largest attack surfaces in cybersecurity.

iCOUNTER is the first Risk Intelligence company built to help organizations identify, determine, and counter threats across their ecosystem. Our AI-native platform makes a Risk Determination at the point of intelligence collection, helping organizations understand what is real, what is relevant, and what requires action. 

At the center of our platform is CTOS™, the Counter Threat Operating System. CTOS continuously monitors adversary activity, credential exposure, targeting behavior, and ecosystem risk across third and fourth parties. It then routes intelligence into action through automated workflows and managed operations. 

Founded by cybersecurity pioneer John Watters and a team of leaders from threat intelligence, telecommunications, third-party risk, and artificial intelligence, iCOUNTER is creating a new category called Counter Threat Operations.

Backed by leading investors and fresh from a successful Series A, iCOUNTER already supports some of the world's largest telecommunications providers, state and local government organizations, and critical infrastructure operators.

The first wave of cybersecurity focused on prevention. 

The second wave focused on detection and response. 

The third wave is Counter Threat Operations.

If you want to help define the next era of cybersecurity and build technology that helps organizations stop monitoring threats and start countering them, we'd love to meet you. 

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 

Why Join iCOUNTER

This is a rare opportunity to help define a new cybersecurity category while working alongside industry pioneers, experienced operators, and world-class investors. You will have a direct impact on company strategy, market leadership, and the future of how organizations counter threats across their extended enterprise.

If you are energized by ambiguity, inspired by innovation, and excited to build something category-defining, we want to hear from you.

Completion of a Background Check is required for employment at iCOUNTER

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 accommodations@icounter.com.  

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.