Account Director, SLED

With 1,000+ intelligence professionals serving over 1,900 clients worldwide, Recorded Future is the world’s most advanced, and largest, intelligence company!

As an Account Director - SLED West at Recorded Future, you will manage and grow key SLED customers, build new relationships and a new business pipeline within white space accounts, and maintain an accurate forecast for the assigned territory. Your deep knowledge of the SLED market, strong communication, and analytical abilities will help accelerate Recorded Future’s public sector business. You will target, educate, and persuade new customers to use Recorded Future products and services in ways that drive outcomes for their organizations.

New Business Acquisition

• Identify and prospect new business opportunities through outreach, referrals, and channel partnerships
• Lead discovery conversations to understand client cybersecurity needs and align Recorded Future’s solutions
• Collaborate with channel partners to expand reach and generate qualified leads
• Drive marketing outreach / engagement for relevant audiences in your territory

Account Management

• Maintain and grow existing customer relationships by identifying opportunities for renewals, upsells, and cross-sells
• Build multi-level relationships with technical and business stakeholders
• Work with cross-functional teams to ensure customer success and prevent churn
• Lead all sales cycle activities including qualification, proposal development, presentations, and deal tracking through close
• Travel up to 50% in the West region of the US to meet prospects, customers and partners. Must reside in either CA, NV, OR or WA.
• Assist in negotiation and closing processes by coordinating internal stakeholders and preparing materials
• Maintain accurate sales activity and pipeline data in Salesforce/Clari to support forecasting and reporting
• Set appropriate expectations with customers and management to accurately and consistently forecast and close business
• Build foundational knowledge of cybersecurity industry trends, Recorded Future’s solutions, and competitive landscape
• Attend industry events to better understand top priorities of customers and prospects, gain insight on competitors and boost the Recorded Future brand

Experience

• BA/BS or equivalent combination of education and experience
• 8+ years in quota-carrying software sales experience
• 4+ years selling experience in the SLED market and selling to the C-Suite
• Successful track record of achievement against assigned quotas
• Experience selling cybersecurity solutions strongly preferred
• Experience selling to West coast/PNW public sector accounts strongly preferred

Skills

• Strong communication and interpersonal skills
• Highly effective written, presentation, and closing skills
• Self-motivated, curious, and eager to learn in a fast-paced, goal-oriented environment
• Entrepreneurial drive and proven ability to sell creative solutions into new markets
• Organized with the ability to manage multiple priorities and maintain attention to detail
• Familiarity with Salesforce, Google Workspace, Slack and sales productivity tools
• Ability to travel as needed to support events, territory growth and customer success
• Comfortable calling at the senior executive level

Compensation and Benefits

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.

Why join Recorded Future?

Recorded Future employees (or “Futurists”) represent over 40 nationalities and embody our core values of high standards, inclusion, and ethics. Our dedication to empowering clients with intelligence to disrupt adversaries has…