Account Director, NorCal

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 at Recorded Future, you will play a critical role in driving revenue growth by managing a portfolio of strategic enterprise accounts and generating new business. You’ll own the full sales cycle, from prospecting to close, while building trusted relationships with senior stakeholders in cybersecurity, IT, and procurement. This is a high-impact, quota-carrying role ideal for a strategic, driven, and customer-obsessed sales leader.

What You'll Do:

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, leveraging their reach and relationships

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 strong, multi-threaded relationships across technical and executive audiences (CISO, CIO, VP of Security)

Act as a trusted advisor, delivering insights and value beyond the initial sale

Partner with Customer Success and other internal stakeholders to ensure seamless onboarding, support, 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 a strong grasp of both technical value and business ROI

Use Salesforce, Clari, and Gong to manage pipeline health, track activity, and maintain forecast accuracy

Handle objections and pricing conversations with clarity, confidence, and professionalism

Consistently meet or exceed quarterly and annual revenue targets

Market Intelligence & Strategy

Maintain a deep understanding of cybersecurity trends, competitive dynamics, and enterprise buying behavior

Provide market feedback to internal teams to inform product, positioning, and roadmap priorities

Operate with urgency, professionalism, and high standards of customer care

What You'll Bring:

Experience

8+ years in enterprise SaaS or cybersecurity sales roles, with a 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

Skills & Abilities

Proficient 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 a range of stakeholders

Highly organized and operationally disciplined; fluent in tools like Salesforce, Clari, Gong

Traits

The grit, curiosity, and resilience to thrive in a high-growth, fast-paced environment

An entrepreneurial mindset with a proactive, self-starter attitude

A customer-obsessed approach, with a desire to solve meaningful problems and deliver long-term value

A collaborative and team-oriented; able to work cross-functionally and build internal champions

Thoughtfulness, self-awareness, and composed under pressure

#LI-Remote

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.

#LI-Remote Why should you join Recorded Future? 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.

Want more info?   Blog & Podcast : Learn everything you want to know (and maybe some things you’d rather not know) about the world of cyber threat intelligence Linkedin , Instagram  &  Twitter : What’s happening at Recorded Future The Record : The Record is a cybersecurity news publication that explores the untold stories in this rapidly changing field Timeline : History of Recorded Future Recognition : Check out our awards and announcements

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 you need any accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to our recruiting team at careers@recordedfuture.com  

Recorded Future is an equal opportunity and affirmative action employer and we encourage candidates from all backgrounds to apply. Recorded Future does not discriminate based on race, religion, color, national origin, gender including pregnancy, sexual orientation, gender identity, age, marital status, veteran status, disability or any other characteristic protected by law.

Recorded Future will not discharge, discipline or in any other manner discriminate against any employee or applicant for employment because such employee or applicant has inquired about, discussed, or disclosed the compensation of the employee or applicant or another employee or applicant.

Recorded Future does not administer a lie detector test as a condition of employment or continued employment. This is in compliance with the law of the Commonwealth of Massachusetts, and in alignment with our hiring practices across all jurisdictions.

Recorded Future maintains a drug-free workplace.

Note: Our interview process for all final-round candidates requires a mandatory  in-person interview  or a live, scheduled  video conference with the hiring manager . We do not conduct interviews via instant messaging or text. All communications during the application process will come from individuals within our HR department via their Recorded Future email address.

Notice to Agency and Search Firm Representatives: Recorded Future will not accept unsolicited resumes from any source other than directly from a candidate. Any unsolicited resumes sent to Recorded Future, including those sent to our employees or through our website, will become the property of Recorded Future. Recorded Future will not be liable for any fees related to unsolicited resumes.

Agencies must have a valid written agreement in place with Recorded Future's recruitment team and must receive written authorization before submitting resumes. Submissions made without such agreements and authorization will not be accepted and no fees will be paid.