Account Director (Army)

6 days, 4 hours ago
Full-time
Lead
Sales and Business Development
Recorded Future

Recorded Future

Recorded Future is the leading threat intelligence platform, empowering organizations to identify and mitigate threats across various domains with real-time, unbiased, and actionable intelligence.

Professional Services
251-1K
Founded 2009
$58M raised

Description

  • Identify and pursue net-new logo opportunities through outbound prospecting, referrals, and channel networks
  • Conduct strategic discovery to align enterprise cybersecurity needs with Recorded Future’s intelligence solutions
  • Engage and coordinate with channel partners in joint go-to-market motions
  • Own and grow key enterprise accounts across multiple verticals, driving upsell, cross-sell, and renewals
  • Build strong, multi-threaded relationships across technical and executive stakeholders (CISO, CIO, VPs of Security) and act as a trusted advisor
  • Partner with Customer Success and internal teams to ensure seamless onboarding, support, and long-term customer value
  • Navigate complex, multi-stakeholder sales cycles (typically 6–12 months) and manage approvals, legal reviews, and quoting workflows
  • Apply MEDDPICC and value-based selling frameworks to qualify and advance deals and develop compelling proposals demonstrating technical value and business ROI
  • Use Salesforce, Clari, and Gong to manage pipeline health, track activity, maintain forecast accuracy, and meet quarterly/annual revenue targets
  • Handle objections and pricing conversations with clarity and professionalism and provide market feedback to inform product and positioning strategy

Requirements

  • 8+ years in enterprise SaaS or cybersecurity sales with a focus on complex, multi-stakeholder deals
  • Proven track record of consistently exceeding quota and driving territory growth in quota-carrying roles
  • Experience managing long sales cycles and closing 7-figure, multi-year contracts with Fortune 1000 clients
  • Experience with both direct sales and partner-driven go-to-market models
  • Deep knowledge and practical use of MEDDPICC and value-based consultative sales approaches
  • Proficiency in discovery, objection handling, closing, and managing sales processes (approvals, legal reviews, quoting)
  • Comfortable engaging with C-level executives and adapting communication for technical and executive audiences
  • Highly organized and operationally disciplined, with fluency in Salesforce, Clari, and Gong
  • Personal traits: grit, curiosity, resilience, entrepreneurial self-starter mindset, customer-obsessed orientation, collaborative team player, and composed under pressure

Benefits

  • Base salary range $123,000–$184,000 (varies by role, level, and location)
  • Eligible for incentive compensation (commission/bonus) and equity
  • Medical, dental, and vision insurance
  • Life insurance and 401(k) retirement plan
  • Remote-eligible role (#LI-Remote)

Interested in this position?

Apply directly on the company website

Apply Now

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