Account Director, SLED

Recorded Future

11d•$123,000 - $184,000•Remote

About The Position

As an Account Director - SLED West at Recorded Future, you'll manage and grow some of our most important SLED customers, build new relationships and new business pipeline within white space accounts, while maintaining an accurate forecast for the assigned territory. Your deep knowledge of the SLED market, combined with your communication skills and analytical abilities will help to accelerate Recorded Future’s growing public sector business. You have the confidence to target, educate, and persuade new customers to use Recorded Future products and services in new and creative ways that drive successful outcomes for their organizations. Note: Candidate must reside in either CA, NV, OR or WA.

Requirements

BA/BS or equivalent combination of education and experience
8+ years in quota-carrying software sales experience
4+ years selling experience in the SLED market and selling to the C-Suite
Successful track record of achievement against assigned quotas
Strong communication and interpersonal skills
Highly effective written, presentation, and closing skills
Self-motivated, curious, and eager to learn in a fast-paced, goal-oriented environment
Entrepreneurial drive and proven ability to sell creative solutions into new markets
Organized with the ability to manage multiple priorities and maintain attention to detail
Familiarity with Salesforce, Google Workspace, Slack and sales productivity tools
Ability to travel as needed to support events, territory growth and customer success
Comfortable calling at the senior executive level

Nice To Haves

Experience selling cybersecurity solutions strongly preferred
Experience selling to West coast/PNW public sector accounts strongly preferred

Responsibilities

New Business Acquisition
Identify and prospect new business opportunities through outreach, referrals, and channel partnerships
Lead discovery conversations to understand client cybersecurity needs and align Recorded Future’s solutions
Collaborate with channel partners to expand reach and generate qualified leads
Drive marketing outreach / engagement for relevant audiences in your territory
Account Management
Maintain and grow existing customer relationships by identifying opportunities for renewals, upsells, and cross-sells
Build multi-level relationships with technical and business stakeholders
Work with cross-functional teams to ensure customer success and prevent churn
Sales Execution & Forecasting
Lead all sales cycle activities including qualification, proposal development, presentations, and deal tracking through close
Travel up to 50% in the West region of the US to meet prospects, customers and partners. Must reside in either CA, NV, OR or WA.
Assist in negotiation and closing processes by coordinating internal stakeholders and preparing materials
Maintain accurate sales activity and pipeline data in Salesforce/Clari to support forecasting and reporting
Set appropriate expectations with customers and management to accurately and consistently forecast and close business.
Market Intelligence
Build foundational knowledge of cybersecurity industry trends, Recorded Future’s solutions, and competitive landscape
Attend industry events to better understand top priorities of customers and prospects, gain insight on competitors and boost the Recorded Future brand