Account Director, Intelligence Community

Recorded Future is looking for an Account Director to serve the U.S. Intelligence Community (IC), focusing on winning new business and deepening existing relationships.

The ideal candidate combines new-business acumen with strategic account growth skills, connecting Recorded Future's intelligence capabilities to agency missions and priorities.

Responsibilities

• Identify, develop, and close new business opportunities across the IC, building relationships with various stakeholders.
• Develop and execute strategic territory and account plans, identifying whitespace and expansion opportunities.
• Build multi-threaded relationships across complex IC organisations and engage stakeholders at multiple levels.
• Own renewals, upsells, and expansion within existing accounts while protecting long-term customer relationships.
• Proactively identify customer risk and reinforce the mission and operational value of Recorded Future's solutions.
• Apply a consultative, insight-driven sales approach to uncover customer challenges and align solutions to IC mission priorities.
• Manage the full sales cycle end-to-end, navigating federal funding cycles, IC procurement processes, and security reviews.
• Partner with Sales Engineers and internal teams to develop tailored solutions and progress complex opportunities.
• Maintain accurate territory and account plans, qualified pipeline, and forecasts in Salesforce and Clari.

Requirements

• 8+ years of direct, quota-carrying sales experience serving U.S. federal customers, including the Intelligence Community.
• Demonstrated success selling into major IC agencies, such as CIA, NSA, NRO, NGA, DIA, or FBI.
• Proven success driving new business development through a land-and-expand strategy.
• Experience managing and growing IC accounts, identifying whitespace and expansion opportunities.
• Ability to navigate complex buying groups and influence mission, technical, procurement, and executive stakeholders.
• Strong consultative selling, discovery, negotiation, and relationship-building skills.
• Experience owning complex IC sales cycles, with strong knowledge of federal funding, IC procurement processes, and security reviews.
• Ability to balance new-business generation and long-term strategic growth.
• Experience selling directly for a cybersecurity, threat intelligence, data, SaaS, or adjacent technology provider.

The base salary range for this full-time position is $123,000 - $184,000.