Account Director, Intelligence Community

This is a fully remote position, open to applicants in Virginia, +1 more state.

📋 Description

• Identify, cultivate, and finalize new business opportunities within the U.S. Intelligence Community.

• Establish and nurture connections with stakeholders in cybersecurity, intelligence, mission, IT, procurement, and executive roles.

• Formulate and implement strategic territory and account plans.

• Recognize whitespace, new use cases, and opportunities for expansion within IC agencies and programs.

• Create multi-threaded relationships across intricate IC organizations.

• Manage account renewals and promote expansion, upsell, and cross-sell opportunities within current accounts.

• Assess customer risk and emphasize the mission and operational value of Recorded Future’s solutions.

• Employ a consultative, insight-driven sales methodology.

• Oversee the complete sales cycle from prospecting and discovery to negotiation and closure.

• Navigate federal funding cycles, IC procurement procedures, contract vehicles, security reviews, and authorization requirements.

• Collaborate with Sales Engineers, Technical Account Managers, BDRs, Channel, and Field Marketing teams.

• Maintain territory and account plans, qualified pipelines, and forecasts using Salesforce and Clari.

• Utilize MEDDPICC while balancing the generation of new business pipeline, account retention, and growth in expansion.

⛳️ Requirements

• Over 8 years of direct, quota-carrying sales experience with U.S. federal customers, including those in the Intelligence Community.

• Proven history of generating pipeline and consistently meeting or surpassing quotas.

• Experience selling to one or more significant IC agencies, such as the CIA, NSA, NRO, NGA, DIA, or FBI.

• Established relationships with agencies, programs, and partners.

• Successful track record in driving new business development through a land-and-expand approach.

• Proficient in managing and expanding IC accounts.

• Ability to navigate complex buying groups and influence mission, technical, procurement, and executive stakeholders.

• Strong skills in consultative selling, discovery, negotiation, and relationship building.

• Capability to translate technical capabilities into mission and operational value.

• Familiarity with federal funding, IC procurement processes, contract vehicles, security reviews, and authorization requirements.

• Disciplined in qualification, account planning, and forecasting within Salesforce and Clari or similar platforms.

• Experience selling directly for a cybersecurity, threat intelligence, data, SaaS, or related technology provider.

🏝️ Benefits

• Eligibility for incentive compensation.

• Equity eligibility.

• Medical insurance coverage.

• Dental insurance coverage.

• Vision insurance coverage.

• Life insurance coverage.

• 401K retirement plan.

• Equal opportunity and affirmative action employer.

• Assistance or accommodation available during the application process.