This is a fully remote position, open to applicants in California.

• Identify and target new logo opportunities through proactive outreach, referrals, and channel networks.

• Conduct strategic discovery sessions to align cybersecurity requirements with Recorded Future’s intelligence offerings.

• Collaborate with channel partners in joint go-to-market strategies, leveraging their connections and influence.

• Manage and expand key enterprise accounts across various sectors.

• Drive upsell, cross-sell, and renewal opportunities by recognizing unmet needs and usage trends.

• Cultivate strong, multi-threaded relationships across technical and executive stakeholders (CISO, CIO, VP of Security).

• Serve as a trusted advisor, providing insights and value that extend beyond the initial sale.

• Partner with Customer Success and other internal teams to ensure smooth onboarding, support, and long-term customer satisfaction.

• Navigate intricate, multi-stakeholder sales processes lasting 6–12 months.

• Utilize MEDDPICC and value-based selling methodologies to qualify and progress deals.

• Craft and deliver persuasive proposals, demonstrating a solid understanding of both technical value and business ROI.

• Leverage Salesforce, Clari, and Gong to oversee pipeline health, monitor activity, and ensure forecast accuracy.

• Address objections and pricing discussions with clarity, confidence, and professionalism.

• Consistently achieve or surpass quarterly and annual revenue goals.

• Maintain a thorough understanding of cybersecurity trends, competitive landscape, and enterprise purchasing behavior.

• Provide market insights to internal teams to shape product development, positioning, and roadmap priorities.

• Operate with urgency, professionalism, and uphold high standards of customer care.

• 8+ years of experience in enterprise SaaS or cybersecurity sales roles, focusing on complex, multi-stakeholder transactions.

• Proven track record of consistently exceeding quotas and fostering territory growth.

• Experience managing lengthy sales cycles and closing 7-figure, multi-year contracts with Fortune 1000 clients.

• Strong background in direct sales and partner-driven go-to-market strategies.

• Medical

• Dental

• Vision

• Life insurance

• 401K

Account Director

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