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About the Role
Recorded Future is seeking an Account Director to drive new business development and manage strategic account growth. This role is ideal for a commercially driven seller adept at opening doors, navigating complex organizations, and building lasting customer relationships for significant growth.
Responsibilities
- Identify, develop, and close new business opportunities by building relationships with cybersecurity, IT, procurement, and executive stakeholders.
- Develop and execute strategic account plans for Key Accounts, identifying whitespace, new use cases, and opportunities to expand Recorded Future’s footprint.
- Build multi-threaded relationships across complex organizations and engage stakeholders at multiple levels, including senior executives.
- Drive expansion, upsell, and cross-sell opportunities within existing accounts while protecting and strengthening long-term customer relationships.
- Proactively identify customer risk and reinforce the business value and impact of Recorded Future’s solutions.
- Apply a consultative, insight-driven sales approach to uncover customer challenges and align solutions to strategic priorities.
- Manage the full sales cycle end-to-end, from prospecting and discovery through negotiation and close, with typical deal cycles of 4–8 months.
- Partner closely with Sales Engineers and internal teams to develop tailored solutions and progress complex opportunities.
- Maintain accurate territory and account plans that balance new-logo pipeline generation, account retention, and expansion growth.
Requirements
- Proven success in driving new business development with a “land and expand” strategy.
- Demonstrated ability to prospect, develop, and close new enterprise business.
- Experience managing and growing accounts within large and complex organizations.
- Strong track record of identifying whitespace and expansion opportunities across teams, business units, and use cases.
- Ability to navigate complex buying groups and influence technical, commercial, and executive stakeholders.
- Strong consultative selling, discovery, negotiation, and relationship-building skills.
- Experience owning complex 4–8 month sales cycles from initial engagement through close.
- Ability to balance the different disciplines required for generating new business and developing long-term strategic growth.
- 5+ years experience in cybersecurity, threat intelligence, or other security solutions in a SaaS enterprise environment.
Skills
- New business development
- Account growth
- Prospecting
- Complex opportunity development
- Relationship building
- Cybersecurity sales
- SaaS sales
- Consultative selling
- Negotiation
- Strategic account planning
Location
- US
Work Type
- Full-time
- Remote
Experience Level
- 5+ years
Salary/Compensations
- $123,000-$184,000
Benefits
- Incentive compensation
- Equity
- Medical insurance
- Dental insurance
- Vision insurance
- Life insurance
- 401K
About the Company
- With 1,000+ intelligence professionals serving over 1,900 clients worldwide, Recorded Future is the world’s most advanced, and largest, intelligence company.
- Recorded Future employees represent over 40 nationalities and embody our core values of having high standards, practicing inclusion, and acting ethically.
- Our dedication to empowering clients with intelligence to disrupt adversaries has earned us a 4.6-star user rating on G2 and more than 50% of Fortune 100 companies as customers.
Equal Opportunity
- Recorded Future is an equal opportunity and affirmative action employer and we encourage candidates from all backgrounds to apply.
- Recorded Future does not discriminate based on race, religion, color, national origin, gender including pregnancy, sexual orientation, gender identity, age, marital status, veteran status, disability or any other characteristic protected by law.
- Recorded Future will not discharge, discipline or in any other manner discriminate against any employee or applicant for employment because such employee or applicant has inquired about, discussed, or disclosed the compensation of the employee or applicant or another employee or applicant.
- Recorded Future maintains a drug-free workplace.