Account Director, Intelligence Community

Recorded Future is looking for an Account Director who thrives on winning new business across the U.S. Intelligence Community (IC) . With an established customer base, this is an opportunity to deepen our presence within individual IC agencies and programs while developing new business.

The ideal candidate combines a new-business mindset with strategic account growth skills , building relationships that connect Recorded Future’s intelligence capabilities to agency missions and priorities. This senior, quota-carrying role owns renewals, upsells, and expansion alongside new business. Final account alignment will be informed by the hire’s IC agency experience and relationships.

• Identify, develop, and close new business opportunities across the IC , building relationships with cybersecurity, intelligence, mission, IT, procurement, and executive stakeholders.
• Develop and execute strategic territory and account plans , identifying whitespace, new use cases, and opportunities to expand Recorded Future’s footprint within IC agencies and programs.
• Build multi-threaded relationships across complex IC organizations and engage stakeholders at multiple levels, including senior executives.
• Own renewals and drive expansion, upsell, and cross-sell opportunities within existing accounts while protecting and strengthening long-term customer relationships.
• Proactively identify customer risk and reinforce the mission and operational value of Recorded Future’s solutions.
• Apply a consultative, insight-driven sales approach to uncover customer challenges and align solutions to IC mission priorities.
• Manage the full sales cycle end-to-end , from prospecting and discovery through negotiation and close, navigating federal funding cycles, IC procurement processes, contract vehicles, security reviews, and authorization requirements.
• Partner closely with Sales Engineers and internal teams , including Technical Account Managers, BDRs, Channel, and Field Marketing, to develop tailored solutions and progress complex opportunities.
• Maintain accurate territory and account plans, qualified pipeline, and forecasts in Salesforce and Clari, applying MEDDPICC and balancing new-business pipeline generation, account retention, and expansion growth .
• 8+ years of direct, quota-carrying sales experience serving U.S. federal customers, including the Intelligence Community, with a track record of creating pipeline and meeting or exceeding quota.
• Demonstrated success selling into one or more major IC agencies , such as CIA, NSA, NRO, NGA, DIA, or FBI, with established agency, program, and partner relationships.
• Proven success driving new business development through a land-and-expand strategy , including prospecting, developing, and closing complex opportunities within IC agencies and programs.
• Experience managing and growing IC accounts , identifying whitespace and expansion opportunities across teams, programs, and mission use cases.
• Ability to navigate complex buying groups and influence mission, technical, procurement, and executive stakeholders within IC organizations.
• Strong consultative selling, discovery, negotiation, and relationship-building skills, with the ability to translate technical capabilities into mission and operational value.
• Experience owning complex IC sales cycles, with strong knowledge of federal funding, IC procurement processes, contract vehicles, security reviews, and authorization requirements.
• Ability to balance new-business generation and long-term strategic growth , supported by disciplined qualification, account planning, and forecasting in Salesforce and Clari or comparable platforms.
• Experience selling directly for a cybersecurity, threat intelligence, data, SaaS, or adjacent technology provider.

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