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Salary: USD 123,000 - 184,000 / annual
Recorded Future, the world's largest intelligence company serving 1,900+ clients globally, is seeking an Account Director to drive new business and strategic growth within the U.S. Intelligence Community (IC). This is a quota-carrying senior sales role combining new-business development with account expansion and renewal management.
You will identify, develop, and close new business opportunities across IC agencies, building multi-threaded relationships with cybersecurity, intelligence, mission, IT, procurement, and executive stakeholders. You'll develop and execute strategic territory and account plans to identify whitespace and expansion opportunities within IC agencies and programs. The role requires managing the full sales cycle end-to-end—from prospecting and discovery through negotiation and close—while navigating federal funding cycles, IC procurement processes, contract vehicles, security reviews, and authorization requirements.
Key responsibilities include owning renewals and driving expansion/upsell/cross-sell within existing accounts, proactively identifying customer risk, and applying a consultative, insight-driven sales approach to uncover customer challenges and align solutions to IC mission priorities. You'll partner closely with Sales Engineers, Technical Account Managers, BDRs, Channel, and Field Marketing to develop tailored solutions and progress complex opportunities. You'll maintain accurate territory and account plans, qualified pipeline, and forecasts in Salesforce and Clari, balancing new-business pipeline generation, account retention, and expansion growth using MEDDPICC methodology.
Recorded Future's intelligence capabilities span threat intelligence, cybersecurity, data, and adjacent technology domains. The company serves over 50% of Fortune 100 companies and maintains a 4.6-star user rating on G2.
REQUIREMENTS:
- 8+ years of direct, quota-carrying sales experience serving U.S. federal customers, including the Intelligence Community, with a track record of creating pipeline and meeting or exceeding quota
- Demonstrated success selling into one or more major IC agencies (CIA, NSA, NRO, NGA, DIA, or FBI) with established agency, program, and partner relationships
- Proven success driving new business development through a land-and-expand strategy, including prospecting, developing, and closing complex opportunities within IC agencies and programs
- Experience managing and growing IC accounts, identifying whitespace and expansion opportunities across teams, programs, and mission use cases
- Ability to navigate complex buying groups and influence mission, technical, procurement, and executive stakeholders within IC organizations
- Strong consultative selling, discovery, negotiation, and relationship-building skills, with ability to translate technical capabilities into mission and operational value
- Experience owning complex IC sales cycles, with strong knowledge of federal funding, IC procurement processes, contract vehicles, security reviews, and authorization requirements
- Ability to balance new-business generation and long-term strategic growth, supported by disciplined qualification, account planning, and forecasting in Salesforce and Clari or comparable platforms
- Experience selling directly for a cybersecurity, threat intelligence, data, SaaS, or adjacent technology provider
