Account Director, Intelligence Community

3 hours, 15 minutes 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, develop, and close new business opportunities across U.S. Intelligence Community agencies and programs.
  • Develop and execute strategic territory and account plans covering whitespace, use cases, and expansion opportunities.
  • Build multi-threaded relationships with cybersecurity, intelligence, mission, IT, procurement, executive, and partner stakeholders.
  • Own renewals and drive upsell, cross-sell, and account expansion while strengthening customer relationships.
  • Identify customer risk and reinforce the mission and operational value of Recorded Future solutions.
  • Manage the full sales cycle from prospecting and discovery through negotiation and close.
  • Navigate federal funding cycles, procurement processes, contract vehicles, security reviews, and authorization requirements.
  • Partner with Sales Engineers, Technical Account Managers, BDRs, Channel, and Field Marketing on complex opportunities.
  • Maintain account plans, qualified pipeline, and forecasts in Salesforce and Clari using MEDDPICC.

Requirements

  • 8+ years of direct, quota-carrying sales experience with U.S. federal customers, including the Intelligence Community.
  • Successful experience selling into one or more major IC agencies, such as CIA, NSA, NRO, NGA, DIA, or FBI.
  • Established agency, program, and partner relationships within the Intelligence Community.
  • Track record of creating pipeline and meeting or exceeding quota through new business development and land-and-expand strategies.
  • Experience managing and growing IC accounts across teams, programs, and mission use cases.
  • Ability to influence mission, technical, procurement, and executive stakeholders in complex buying groups.
  • Strong consultative selling, discovery, negotiation, and relationship-building skills.
  • Knowledge of federal funding, IC procurement, contract vehicles, security reviews, and authorization requirements.
  • Experience selling for a cybersecurity, threat intelligence, data, SaaS, or adjacent technology provider.
  • Experience with Salesforce and Clari or comparable sales platforms, disciplined qualification, account planning, and forecasting.

Benefits

  • Base salary range of $123,000–$184,000, depending on role, level, location, and qualifications.
  • Potential eligibility for incentive compensation and equity.
  • Medical, dental, vision, and life insurance.
  • 401(k) plan.
  • Remote position.
  • Inclusive, equal-opportunity workplace with application accommodations available.

Interested in this position?

Apply directly on the company website

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