Account Director

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

📋 Description

• Drive revenue expansion by managing strategic enterprise accounts and cultivating new business opportunities.

• Take ownership of the entire sales process from prospecting through to closing deals.

• Identify and target new logo opportunities through outbound prospecting, referrals, and channel partnerships.

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

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

• Maintain and expand key enterprise accounts across various verticals.

• Foster upsell, cross-sell, and renewal opportunities.

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

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

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

• Navigate intricate sales cycles lasting 6 to 12 months.

• Utilize MEDDPICC and value-based selling methodologies.

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

• Use Salesforce, Clari, and Gong to oversee pipeline health, monitor activities, and ensure forecast accuracy.

• Address objections and engage in pricing discussions.

• Achieve or surpass quarterly and annual revenue goals.

• Stay informed about cybersecurity trends, competitive landscape, and enterprise purchasing behaviors.

• Provide market insights to guide product, positioning, and roadmap priorities.

⛳️ Requirements

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

• Proven track record of consistently surpassing quotas and driving territory growth.

• Experience in 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.

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

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

• Skilled in managing sales processes, including approvals, legal evaluations, and quoting workflows.

• Comfortable engaging with C-level executives and tailoring communication to various stakeholders.

• Highly organized and operationally disciplined.

• Proficient in Salesforce, Clari, and Gong.

• Demonstrates grit, curiosity, and resilience in a fast-paced, high-growth environment.

• Exhibits an entrepreneurial, proactive, self-starter mentality.

• Customer-focused approach with a passion for solving significant challenges.

• Collaborative and team-oriented, capable of working cross-functionally and building internal advocates.

• Reflective, self-aware, and composed under pressure.

🏝️ Benefits

• Equal opportunity and affirmative action employer.

• Commitment to diversity, inclusion, and respect for employees’ unique backgrounds and lifestyles.

• Accommodation or special assistance available during the application process.

• Mandatory final-round in-person interview or live scheduled video conference option.

• Drug-free workplace.