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Account Director (Tokyo)

Recorded Future· Sales: APJ
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Tokyofull-timePosted 1mo ago

About the role

Account Director responsible for driving revenue growth by managing strategic enterprise accounts and generating new business in Tokyo, handling full sales cycle from prospecting to close, and building trusted relationships with senior stakeholders in cybersecurity, IT, and procurement.

Responsibilities

  • 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
  • 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
  • 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
  • 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

Qualifications

  • 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
  • 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
  • Grit, curiosity, resilience; entrepreneurial mindset; customer-obsessed approach
  • Collaborative and team-oriented; able to work cross-functionally and build internal champions
  • Thoughtfulness, self-awareness, and composure under pressure

Skills

Required:DiscoveryMEDDPICCSales process managementExecutive engagement

Benefits

  • Not specified in description
Last updated Sep 16, 2026. Interested? Apply on the company site.

About Recorded Future

The future of cyber defense is autonomous.

Get real-time, actionable cyber threat intelligence with Recorded Future. Mitigate cyber risks, prioritize threats, and proactively secure your business.

cyber threat intelligencesecuritythreat detectionAIresearch
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