Account Director

Summary

Join Recorded Future as an Account Director and drive revenue growth by expanding relationships with existing customers and acquiring new business. You will manage key accounts, identify new opportunities, and collaborate with internal teams and channel partners to deliver cybersecurity solutions. This role requires managing and growing existing customer relationships, identifying new opportunities for upgrades and cross-sells, and serving as the primary customer contact. You will also prospect for and acquire new clients, drive the full sales cycle, and leverage market insights to position Recorded Future's solutions. The position demands developing compelling proposals, utilizing sales methodologies, and creating go-to-market strategies. Finally, you will track opportunities in Salesforce and provide accurate forecasts.

Requirements

• Experience in full sales cycle roles, with a focus on new business acquisition in the enterprise cybersecurity, SaaS, or information security sectors
• Proven ability to grow revenue through both existing accounts and new business acquisition
• Deep understanding of the cybersecurity landscape, including knowledge of threat intelligence and security operations
• Experience working with security-focused channel partners, and an understanding of how to leverage these relationships to drive growth
• Consultative sales approach with strong communication skills to engage both technical and executive stakeholders
• Analytical and problem-solving abilities to uncover customer needs and present solutions effectively
• Negotiation expertise, with the ability to handle objections and close complex deals
• Self-motivated and results-driven, with the ability to manage multiple priorities and work independently in a fast-paced environment
• Proficiency in Salesforce, Google Suite, and a Mac environment
• Bachelor’s degree or equivalent experience
• Ability to travel up to 30% of the time

Responsibilities

• Manage and grow existing relationships with customers in your designated territory, ensuring long-term success and expansion
• Identify new opportunities within the existing customer base, driving upgrades, cross-sells, and contract renewals at escalated ARR rates
• Partner with internal teams (e.g., Customer Success) to ensure customers receive the value they expect
• Serve as the primary point of contact for customers, establishing trust and influence at all levels of the organization
• Prospect and acquire new clients aligning client’s cybersecurity needs with Recorded Future’s solutions
• Drive the full sales cycle from lead generation, solution demos, negotiations, and closing deals with new customers
• Leverage market insights to position Recorded Future’s solutions, staying informed about industry trends and competitor offerings
• Collaborate with channel partners to expand your pipeline and increase market reach
• Develop and present compelling proposals, ensuring alignment with customer needs and objectives
• Utilize sales methodologies such as MEDDIC and Value-Based Selling to influence decision-makers and close complex deals
• Create and execute go-to-market strategies in collaboration with internal and external teams, aligning with both customer needs and business goals
• Track and update opportunities in Salesforce, providing accurate forecasts and ensuring timely progress toward closing