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Recorded Future, the world's largest intelligence company serving 1,900+ clients globally, is seeking an Account Director for its Tokyo office. This is a quota-carrying sales role focused on driving revenue growth through strategic enterprise account management and new business acquisition in the cybersecurity intelligence space.
You will own the full sales cycle for a portfolio of strategic enterprise accounts, from prospecting through close. Key responsibilities include:
**New Business Acquisition:**
- Identify and pursue net-new logo opportunities through outbound prospecting, referrals, and channel networks
- Conduct strategic discovery to align cybersecurity needs with Recorded Future's intelligence solutions
- Engage channel partners in joint go-to-market motions
**Account Management:**
- Own and grow key enterprise accounts across multiple verticals
- Drive upsell, cross-sell, and renewal opportunities by identifying unmet needs and usage patterns
- Build multi-threaded relationships with technical and executive stakeholders (CISO, CIO, VP of Security)
- Act as a trusted advisor, delivering insights and value beyond the initial sale
- Partner with Customer Success and internal teams to ensure seamless onboarding and long-term customer value
**Sales Execution & Forecasting:**
- Navigate complex, multi-stakeholder sales cycles lasting 6–12 months
- Apply MEDDPICC and value-based selling frameworks to qualify and advance deals
- Develop and present compelling proposals with strong grasp of technical value and business ROI
- Use Salesforce, Clari, and Gong to manage pipeline health and maintain forecast accuracy
- Handle objections and pricing conversations with clarity and professionalism
- Consistently meet or exceed quarterly and annual revenue targets
**Market Intelligence & Strategy:**
- Maintain deep understanding of cybersecurity trends, competitive dynamics, and enterprise buying behavior
- Provide market feedback to inform product, positioning, and roadmap priorities
**Requirements:**
- 8+ years in enterprise SaaS or cybersecurity sales roles, with focus on complex, multi-stakeholder deals
- Track record of consistently exceeding quota and driving territory growth
- Experience managing long sales cycles and closing 7-figure, multi-year contracts with Fortune 1000 clients
- Strong experience with direct sales and partner-driven go-to-market models
- Proficiency in discovery, objection handling, and closing
- Deep knowledge of MEDDPICC and value-based consultative sales approaches
- Skilled in managing sales processes including approvals, legal reviews, and quoting workflows
- Comfortable engaging with C-level executives and adapting communication to diverse stakeholders
- Highly organized and operationally disciplined; fluent in Salesforce, Clari, Gong
- Grit, curiosity, and resilience to thrive in high-growth, fast-paced environment
- Entrepreneurial mindset with proactive, self-starter attitude
- Customer-obsessed approach with desire to solve meaningful problems and deliver long-term value
- Collaborative and team-oriented; able to work cross-functionally and build internal champions
- Thoughtful, self-aware, and composed under pressure
