Description
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.
Responsibilities
- 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.
Requirements
- 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.
Benefits
- Base salary range: $123,000 - $184,000
- Incentive compensation, equity, and medical, dental, vision, life insurance, and 401K