Senior Director, Federal Sales

Overview

Recorded Future is looking for a Senior Director, Federal Sales
. In this role, you will have end-to-end responsibility for the U.S. Federal Government sales territory, driving revenue performance across the Department of Defense and Intelligence Communities. You will provide executive leadership and operational direction to territory account executives, partnering with them to define and execute comprehensive go-to-market strategies, multi-year account plans, and quarterly execution frameworks to achieve and exceed annual targets.

As a sales leader, you will set a culture of accountability and excellence through rigorous deal inspection, disciplined forecast governance, and continuous performance management. The position demands a relentless focus on metrics, enterprise deal strategy, and measurable outcomes to ensure predictable growth, market expansion, and sustained achievement of Federal revenue objectives.

• Communicate U.S. Public Sector strategy to account executives within the federal market/territory.
• Establish short term plans and long term strategies to effectively meet both quarterly and yearly goals.
• Provide management oversight to territory account executives within the federal territory to drive all pertinent issues related to sales strategy and goal attainment.
• Participate in strategic planning sessions with the sales management team on a quarterly and annual basis.
• Implement overall U.S. Public Sector processes, including, but not limited to: forecast calls, pipeline generation, marketing activities, technology ecosystem partnerships, value added reseller relationships.
• Recommend additional resources for sales strategy execution for current and out years (advisory services, consultants, public affairs, etc.).
• Mentor and coach all Account Executives on the federal team, while also serving as a strategic advisor and subject matter expert.
• Inform leadership of key issues and deal changes, which may impact overall results.
• Effectively work with the North American Channel Program, with a specific focus on the federal market.

• 5+ years as a people manager (in the federal space) is required.
• Experience as a manager in a government sales environment required. Cybersecurity industry strongly preferred.
• Proven consistent achievement of goals through the leadership and motivation of a team.
• Ability to leverage KPIs to measure the business and make informed strategic decisions.
• Ability to create and sustain a positive environment for sellers to work in.
• Experience hiring, developing and retaining talent.
• Exceptional command of enterprise sales methodology and the ability to coach to it.
• Experience working with, and enabling, relevant channel partners in North America.
• Strong verbal and written communication and presentation skills.

The base salary range for this full-time position is $201,000-$281,500. 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.

Recorded Future employees (or "Futurists"), represent over 40 nationalities and embody our core values of having high standards, practicing inclusion, and acting ethically. Our dedication to empowering clients with intelligence to disrupt adversaries has earned us a 4.6-star user rating on G2 and more than 50% of Fortune 100 companies as customers.

We are committed to maintaining an environment that attracts and retains talent from a diverse range of experiences, backgrounds and lifestyles. By ensuring all feel included and respected for being unique and bringing their whole selves to work, Recorded Future is made a better place every day.

If…