Description
As a Senior Director, Regional Sales at Recorded Future, you will be a strategic, people-focused leader responsible for driving revenue growth across your region.
You will lead, coach, and develop a team of Account Directors and Associate Account Directors focused on acquiring new customers and expanding existing relationships.
In this role, you'll balance big-picture strategy with day-to-day execution, ensuring pipeline health, supporting complex deal cycles, and fostering a culture of accountability, collaboration, and high performance.
Responsibilities
- Own regional sales strategy and execution, guiding a team focused on both new customer acquisition and account expansion.
- Recruit, develop, and retain top sales talent while fostering a culture of accountability and high performance.
- Coach sellers on territory planning, discovery, deal strategy, and execution across the full sales cycle.
- Establish clear regional goals and business plans that balance long-term vision with short-term execution.
- Ensure disciplined pipeline management and accurate forecasting through MEDDPICC methodology and sales systems (Salesforce, Clari, Gong, etc.).
- Support the team in building executive-level relationships and navigating complex, multi-stakeholder sales cycles.
- Partner cross-functionally with channel, marketing, customer success, and sales operations to drive efficiency and improve customer outcomes.
- Maintain deep knowledge of the cybersecurity market, Recorded Future's platform, and competitive landscape to ensure strong market positioning.
- Oversee pricing strategies and deal hygiene to maximize commercial performance.
- Achieve and exceed regional revenue targets while contributing to the overall success of the global sales organization.
Requirements
- Sales Leadership: Ability to develop long term strategy for your region and drive performance through goal setting, consistent coaching, and leading by example.
- Operational Excellence: Strong command of MEDDPICC, sales discipline, and pipeline management to ensure predictable growth.
- Strategic Communication: Skilled at crafting compelling value propositions and guiding your team in executive-level conversations.
- Team Development: Passion for mentoring and empowering sellers, building a culture of collaboration, feedback, and career growth.
- Customer & Partner Focus: Commitment to delivering a consultative, high-impact customer experience and cultivating strong partner relationships.
- Leadership Traits: Empathetic, resilient, curious, and entrepreneurial , able to motivate teams, adapt in uncertainty, and deliver results with urgency.
Preferred Qualifications
- 10+ years of B2B sales experience, including 3+ years in a leadership or frontline management role.
- Proven success leading high-performing sales teams in high-growth technology or cybersecurity companies.
- Deep understanding of enterprise sales cycles, channel ecosystems, and strategic account planning.
- Demonstrated track record of team quota attainment and driving revenue growth in both new business and account expansion.
- Skilled in sales tools and platforms (Salesforce, Clari, Gong, or similar) with a data-driven approach to pipeline management and forecasting.
The base salary range for this full-time position is $201,000 - $281,500.