Job description

With 1,000+ intelligence professionals serving over 1,900 clients worldwide, Recorded Future is the world’s most advanced, and largest, intelligence company! Recorded Future is hiring an Account Director to own a strategic federal territory spanning Federal Financials, the Legislative Branch, and select Federal Civilian agencies . This is a senior, quota-carrying role weighted toward net-new business, with ownership of renewals, upsells, and expansion across an established customer base. You’ll own the full sales cycle from prospecting through close, building deep, multi-threaded relationships across cybersecurity, IT, program, procurement, and executive stakeholders while working with partners and internal teams to create and grow opportunities across the territory. What You’ll Do as Account Director Build and execute a focused territory strategy, prioritizing the agencies, components, relationships, and opportunities with the greatest revenue potential. Audit inherited pipeline, re-engage customers and prospects, validate qualification and funding, and establish credible deal plans and forecasts. Generate net-new pipeline through direct prospecting, existing relationships, referrals, and federal partners. Own the full commercial relationship, from new-logo pursuit through renewals, upsells, and expansion, supported by Technical Account Managers, BDRs, Sales Engineers, Channel, and Field Marketing. Navigate federal fiscal cycles, Continuing Resolutions, procurement, contract vehicles, security reviews, and authorization requirements. Develop multi-threaded relationships across cyber threat intelligence, security operations, IT, program, procurement, and executive stakeholders. Apply MEDDPICC and value-based selling while maintaining accurate pipeline, qualification, next steps, and forecasts in Salesforce and Clari. What You’ll Bring as Account Director 8+ years of direct, quota-carrying sales experience with US federal agencies, with a track record of creating pipeline, growing territories, and meeting or exceeding quota. Prior experience selling into US Department of the Treasury, Federal Reserve and Capitol Hill (Senate, House of Representatives, etc) Existing relationships across relevant federal agencies, components, procurement stakeholders, and partner ecosystems. Experience selling directly for a cybersecurity, data, SaaS, or adjacent technology provider. Strong knowledge of federal buying processes, fiscal cycles, procurement, contract vehicles, and authorization requirements. Experience leading complex, multi-stakeholder sales and translating technical capabilities, integrations, APIs, and intelligence data into mission and operational value. Strong operational discipline in Salesforce and Clari, or a comparable forecasting platform, within a highly data-driven sales environment. A builder mentality, commercial urgency, resilience, transparency, and comfort operating through change. Experience with federal financial agencies, the Legislative Branch, cybersecurity or threat intelligence, and acquisition or integration environments is preferred. The base salary range for this full-time position is $123,000 - $184,000. Our salary ranges are determined by role, level, and location. The salary displayed reflects the range for new hire salaries for the position across all US locations. Within the range, individual pay is determined by state, work location and additional factors, including job-related skills, experience, and relevant education or training. This position may be eligible for incentive compensation, equity, and medical, dental, vision, life insurance and 401K. Your recruiter can share more about the specific details of the compensation and benefit package during the hiring process. #LI-Remote Why should you join Recorded Future? Recorded Future employees (or “Futurists”), represent over 40 nationalities and embody our core values of having high standards, practicing inclusion, and acting ethically. Our dedication to empowering clients with intelligence to disrupt adversaries has earned us a 4.6-star user rating on G2 and more than 50% of Fortune 100 companies as customers. Want more info? Blog & Podcast : Learn everything you want to know (and maybe some things you’d rather not know) about the world of cyber threat intelligence Linkedin , Instagram & Twitter : What’s happening at Recorded Future The Record : The Record is a cybersecurity news publication that explores the untold stories in this rapidly changing field Timeline : History of Recorded Future Recognition : Check out our awards and announcements We are committed to maintaining an environment that attracts and retains talent from a diverse range of experiences, backgrounds and lifestyles. By ensuring all feel included and respected for being unique and bringing their whole selves to work, Recorded Future is made a better place every day. If you need any accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to our recruiting team at careers@recordedfuture.com Recorded Future is an equal opportunity and affirmative action employer and we encourage candidates from all backgrounds to apply. Recorded Future does not discriminate based on race, religion, color, national origin, gender including pregnancy, sexual orientation, gender identity, age, marital status, veteran status, disability or any other characteristic protected by law. Recorded Future will not discharge, discipline or in any other manner discriminate against any employee or applicant for employment because such employee or applicant has inquired about, discussed, or disclosed the compensation of the employee or applicant or another employee or applicant. Recorded Future does not administer a lie detector test as a condition of employment or continued employment. This is in compliance with the law of the Commonwealth of Massachusetts, and in alignment with our hiring practices across all jurisdictions. Recorded Future maintains a drug-free workplace. Note: Our interview process for all final-round candidates requires a mandatory in-person interview or a live, scheduled video conference with the hiring manager . We do not conduct interviews via instant messaging or text. All communications during the application process will come from individuals within our HR department via their Recorded Future email address. Notice to Agency and Search Firm Representatives: Recorded Future will not accept unsolicited resumes from any source other than directly from a candidate. Any unsolicited resumes sent to Recorded Future, including those sent to our employees or through our website, will become the property of Recorded Future. Recorded Future will not be liable for any fees related to unsolicited resumes. Agencies must have a valid written agreement in place with Recorded Future's recruitment team and must receive written authorization before submitting resumes. Submissions made without such agreements and authorization will not be accepted and no fees will be paid.

Requirements

Must-haves

What You’ll Do as Account Director
Build and execute a focused territory strategy, prioritizing the agencies, components, relationships, and opportunities with the greatest revenue potential.
Audit inherited pipeline, re-engage customers and prospects, validate qualification and funding, and establish credible deal plans and forecasts.
Generate net-new pipeline through direct prospecting, existing relationships, referrals, and federal partners.
Own the full commercial relationship, from new-logo pursuit through renewals, upsells, and expansion, supported by Technical Account Managers, BDRs, Sales Engineers, Channel, and Field Marketing.
Navigate federal fiscal cycles, Continuing Resolutions, procurement, contract vehicles, security reviews, and authorization requirements.
Develop multi-threaded relationships across cyber threat intelligence, security operations, IT, program, procurement, and executive stakeholders.
Apply MEDDPICC and value-based selling while maintaining accurate pipeline, qualification, next steps, and forecasts in Salesforce and Clari.
What You’ll Bring as Account Director
8+ years of direct, quota-carrying sales experience with US federal agencies, with a track record of creating pipeline, growing territories, and meeting or exceeding quota.
Prior experience selling into US Department of the Treasury, Federal Reserve and Capitol Hill (Senate, House of Representatives, etc)
Existing relationships across relevant federal agencies, components, procurement stakeholders, and partner ecosystems.
Experience selling directly for a cybersecurity, data, SaaS, or adjacent technology provider.
Strong knowledge of federal buying processes, fiscal cycles, procurement, contract vehicles, and authorization requirements.
Experience leading complex, multi-stakeholder sales and translating technical capabilities, integrations, APIs, and intelligence data into mission and operational value.
Strong operational discipline in Salesforce and Clari, or a comparable forecasting platform, within a highly data-driven sales environment.
Recorded Future maintains a drug-free workplace.

Nice-to-haves

None flagged.

Application prep

Use the role’s language and application details while tailoring your materials.

Platform: greenhouse
Effort: quick

Benefits

Benefits detected in the listing.

Dental

Vision

401k