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. You'll own the full sales cycle from prospecting through close, building deep, multi-threaded relationships across cybersecurity, IT, program, procurement, and executive stakeholders while working with partners and internal teams to create and grow opportunities across the territory.
What You'll Do as Account Director- 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.
What You'll Bring as Account Director- 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. Experience with federal financial agencies, the Legislative Branch, cybersecurity or threat intelligence, and acquisition or integration environments is preferred.
The base salary range for this full-time position is $123,000 - $184,000. Our salary ranges are determined by role, level, and location. The salary displayed reflects the range for new hire salaries for the position across all US locations. Within the range, individual pay is determined by state, work location and additional factors, including job-related skills, experience, and relevant education or training. This position may be eligible for incentive compensation, equity, and medical, dental, vision, life insurance and 401K. Your recruiter can share more about the specific details of the compensation and benefit package during the hiring process.
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