Account Director

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

📋 Description

• Oversee a portfolio of strategic enterprise accounts while driving new business development.

• Take ownership of the complete sales cycle, from initial prospecting to closing deals.

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

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

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

• Manage and expand key enterprise accounts across various sectors.

• Drive opportunities for upselling, cross-selling, and contract renewals.

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

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

• Work in partnership with Customer Success and other internal teams on onboarding, support, and the long-term success of customers.

• Navigate complex sales cycles lasting 6 to 12 months involving multiple stakeholders.

• Utilize MEDDPICC and value-based selling methodologies.

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

• Leverage Salesforce, Clari, and Gong to maintain pipeline health, activity tracking, and forecast accuracy.

• Manage objections and pricing discussions effectively.

• Achieve or surpass quarterly and yearly revenue goals.

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

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

⛳️ Requirements

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

• Proven history of consistently exceeding quotas and fostering territory growth.

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

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

• Expertise in discovery, objection handling, and closing sales effectively.

• Comprehensive understanding of MEDDPICC and value-based consultative sales techniques.

• Experience overseeing approval processes, legal reviews, and quoting workflows.

• Ability to engage with C-level executives and tailor communication to diverse stakeholders.

• Proficiency with Salesforce, Clari, and Gong.

• Capacity to work collaboratively across functions and cultivate internal champions.

🏝️ Benefits

• Equal opportunity and affirmative action employer.

• Disability accommodations and special assistance available during the application process.

• Drug-free workplace.

• Diverse, inclusive, and respectful work environment.