Account Director

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

📋 Description

• Foster revenue enhancement by overseeing strategic enterprise accounts and acquiring new business opportunities.

• Manage the complete sales process from initial prospecting to final closure.

• Cultivate trusted relationships with senior leaders in cybersecurity, IT, and procurement sectors.

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

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

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

• Take ownership and expand key enterprise accounts across various industries.

• Promote upselling, cross-selling, and renewal opportunities.

• Establish multi-threaded relationships with both 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 tandem with Customer Success and internal teams on onboarding, support, and long-term customer value initiatives.

• Navigate complex, multi-stakeholder sales processes that span 6–12 months.

• Implement MEDDPICC and value-based selling frameworks to qualify and progress deals.

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

• Utilize Salesforce, Clari, and Gong to monitor pipeline health, track activities, and ensure forecast accuracy.

• Address objections and manage pricing discussions effectively.

• Achieve or surpass quarterly and annual revenue objectives.

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

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

⛳️ Requirements

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

• Proven history of consistently surpassing quotas and promoting territory growth.

• Experience in managing extended sales cycles and closing 7-figure, multi-year agreements with Fortune 1000 clients.

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

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

• In-depth knowledge of MEDDPICC and value-based consultative sales methodologies.

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

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

• Highly organized with strong operational discipline.

• Proficient in Salesforce, Clari, and Gong.

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

• Possess an entrepreneurial mindset and a proactive, self-starting attitude.

• Customer-centric approach with a commitment to delivering long-term value.

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

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

🏝️ Benefits

• Equal opportunity and affirmative action employer.

• Workplace accommodations or specialized assistance available during the application process.

• A diverse, inclusive, and respectful work environment.

• A mandatory final-round interview may be conducted in person or via live video conference.