Account Director

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

📋 Description

• Accelerate revenue growth by overseeing strategic enterprise accounts and acquiring new business.

• Manage the complete sales cycle from identifying prospects to closing deals.

• Discover and pursue new logo opportunities through outbound prospecting, referrals, and channel partnerships.

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

• Collaborate with channel partners on joint go-to-market strategies.

• Maintain and expand key enterprise accounts across various verticals.

• Identify and drive upsell, cross-sell, and renewal opportunities.

• Establish multi-faceted relationships with both technical and executive stakeholders, including CISOs, CIOs, and VPs of Security.

• Serve as a trusted advisor, providing value beyond the initial sale.

• Collaborate with Customer Success and internal teams on onboarding, support, and long-term customer value.

• Navigate 6–12 month sales cycles involving multiple stakeholders.

• Utilize MEDDPICC and value-based selling methodologies.

• Create and present proposals that highlight technical value and business ROI.

• Leverage Salesforce, Clari, and Gong to manage pipeline health, activities, and forecast accuracy.

• Address objections and engage in pricing discussions.

• Meet or surpass quarterly and annual revenue objectives.

• Stay informed on cybersecurity trends, competitive landscapes, and enterprise purchasing behaviors.

• Relay market insights to product, positioning, and roadmap teams.

⛳️ Requirements

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

• Proven history of consistently exceeding sales quotas and promoting territory growth.

• Expertise in managing lengthy sales cycles and closing multi-year contracts worth 7 figures with Fortune 1000 companies.

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

• Proficient in discovery, objection management, and closing techniques.

• Extensive knowledge of MEDDPICC and value-based consultative sales methods.

• Experienced in sales processes including approvals, legal assessments, and quoting workflows.

• Comfortable engaging with C-level executives and tailoring communication for different stakeholders.

• Proficient in Salesforce, Clari, and Gong.

• Ability to excel in a high-growth, fast-paced environment.

• Entrepreneurial spirit with a proactive, self-starter attitude.

• Customer-focused mindset with the capability to address significant challenges.

• Competent in working cross-functionally and fostering internal champions.

• Demonstrates thoughtfulness, self-awareness, and composure under pressure.

🏝️ Benefits

• Equal opportunity and affirmative action employer.

• Accommodation or special assistance available during the application process.

• Drug-free workplace.

• Diverse, inclusive, and respectful work environment.