Account Director (TOLA)

1 month 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 to expand reach and close deals.
  • Own and grow key enterprise accounts across multiple verticals by driving upsell, cross-sell, and renewals.
  • Build and maintain strong, multi-threaded relationships across technical and executive audiences (CISO, CIO, VP of Security).
  • Act as a trusted advisor by delivering insights and long-term value beyond the initial sale and partnering with Customer Success for onboarding and support.
  • Navigate complex, multi-stakeholder sales cycles (6–12 months) and consistently meet or exceed quarterly and annual revenue targets.
  • Apply MEDDPICC and value-based selling frameworks, develop and present compelling proposals demonstrating technical value and business ROI, and handle objections and pricing conversations.
  • Use Salesforce, Clari, and Gong to manage pipeline health, track activity, and maintain forecast accuracy.

Requirements

  • 8+ years in enterprise SaaS or cybersecurity sales roles with a focus on complex, multi-stakeholder deals.
  • Proven track record of consistently exceeding quota and driving territory growth.
  • 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.
  • Proficiency in discovery, objection handling, and closing.
  • Deep knowledge of MEDDPICC and value-based consultative sales approaches.
  • Experience managing sales processes including approvals, legal reviews, and quoting workflows.
  • Comfortable engaging with C-level executives and adapting communication to varied stakeholders.
  • Highly organized and operationally disciplined; fluent in Salesforce, Clari, and Gong.
  • Preferred: entrepreneurial mindset, resilience and curiosity, customer-obsessed orientation, collaborative/team-oriented approach, and composure under pressure.

Benefits

  • Base salary range of $123,000–$184,000 (US; varies by role level and location).
  • Position may be eligible for incentive compensation and equity.
  • Medical, dental, and vision insurance.
  • Life insurance and 401(k) retirement plan.
  • Remote-friendly role (#LI-Remote) and accommodations available during the hiring process.

Interested in this position?

Apply directly on the company website

Apply Now

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