Account Director, Enterprise

Recorded Future is seeking an Account Director who excels at winning new business and building long-term customer relationships.

The ideal candidate combines new-business development skills with strategic account growth expertise, equally comfortable prospecting into new organisations and expanding relationships within established key accounts.

Responsibilities

• Identify, develop, and close new business opportunities, building relationships with cybersecurity, IT, procurement, and executive stakeholders.
• Develop and execute strategic account plans for Key Accounts, identifying whitespace, new use cases, and opportunities to expand Recorded Future's footprint.
• Build multi-threaded relationships across complex organisations and engage stakeholders at multiple levels, including senior executives.
• Drive expansion, upsell, and cross-sell opportunities within existing accounts while protecting and strengthening long-term customer relationships.
• Proactively identify customer risk and reinforce the business value and impact of Recorded Future's solutions.
• Apply a consultative, insight-driven sales approach to uncover customer challenges and align solutions to strategic priorities.
• Manage the full sales cycle end-to-end, from prospecting and discovery through negotiation and close, with typical deal cycles of 4–8 months.
• Partner closely with Sales Engineers and internal teams to develop tailored solutions and progress complex opportunities.
• Maintain accurate territory and account plans that balance new-logo pipeline generation, account retention, and expansion growth.

Requirements

• Proven success in driving new business development with a 'land and expand' strategy.
• Demonstrated ability to prospect, develop, and close new enterprise business.
• Experience managing and growing accounts within large and complex organisations.
• Strong track record of identifying whitespace and expansion opportunities across teams, business units, and use cases.
• Ability to navigate complex buying groups and influence technical, commercial, and executive stakeholders.
• Strong consultative selling, discovery, negotiation, and relationship-building skills.
• Experience owning complex 4–8 month sales cycles from initial engagement through close.
• Ability to balance the different disciplines required for generating new business and developing long-term strategic growth.
• 5+ years experience in cybersecurity, threat intelligence, or other security solutions in a SaaS enterprise environment is preferred.

Benefits

The base salary range for this full-time position is $123,000-$184,000. This position may be eligible for incentive compensation, equity, and medical, dental, vision, life insurance, and 401K.