Account Director – Enterprise Cybersecurity Sales

About the role

Recorded Future is seeking an Account Director to lead revenue growth across strategic enterprise accounts. You will own the full sales cycle, from prospecting to close, while building trusted relationships with senior cybersecurity, IT, and procurement stakeholders.

Key responsibilities

• Identify and pursue new logo opportunities through outbound prospecting, referrals, and channel partners.
• Conduct strategic discovery to align customer cybersecurity needs with Recorded Future’s intelligence solutions.
• Engage channel partners in joint go‑to‑market motions, leveraging their reach and relationships.
• Own and expand key enterprise accounts across multiple verticals, driving upsell, cross‑sell, and renewal opportunities.
• Build multi‑threaded relationships with technical and executive audiences (CISO, CIO, VP of Security) and act as a trusted advisor.
• Navigate complex, multi‑stakeholder sales cycles of 6–12 months using MEDDPICC and value‑based selling frameworks.
• Develop and present proposals that articulate technical value and business ROI.
• Maintain pipeline health and forecast accuracy using Salesforce, Clari, and Gong.

Required profile

• 8+ years of enterprise SaaS or cybersecurity sales experience, focused on complex, multi‑stakeholder deals.
• Consistent track record of exceeding quota and driving territory growth.
• Experience closing 7‑figure, multi‑year contracts with Fortune 1000 clients.
• Proven ability to manage long sales cycles and work with both direct and partner‑driven go‑to‑market models.
• Comfortable engaging C‑level executives and adapting communication to diverse audiences.

Required skills

• Proficiency with Salesforce, Clari, and Gong.
• Deep knowledge of MEDDPICC and value‑based consultative selling approaches.
• Expertise in discovery, objection handling, and closing techniques.