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Account Director, Intelligence Community

Recorded Future· Public Sector
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Remote$123k - $184kfull-timePosted 4d ago

About the role

Senior quota-carrying sales role focused on winning new business and expanding Recorded Future’s footprint within U.S. Intelligence Community agencies and programs, while managing renewals, upsells, and cross-sells.

Responsibilities

  • 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 expansion opportunities 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 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.

Qualifications

  • 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 (e.g., CIA, NSA, NRO, NGA, DIA, 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.

Skills

Required:New-business developmentStrategic account planningStakeholder managementSales cycle managementNegotiation
Nice to have:MEDDPICC

Benefits

  • base salary range: $123,000 - $184,000
  • incentive compensation, equity, and medical, dental, vision, life insurance and 401K (eligibility and specifics to be discussed during hiring process)
Last updated Oct 21, 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.

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