Account Director, Intelligence Community

Recorded Future•Washington, DC

1d•$123,000 - $184,000•Remote

About The Position

Recorded Future is hiring a senior, quota-carrying Account Director to win new business and grow strategic accounts across the U.S. Intelligence Community (IC). The role will deepen the company’s presence within IC agencies and programs while developing new opportunities. Account alignment will be informed by the successful candidate’s agency experience and relationships. The Account Director owns the end-to-end sales cycle, including prospecting, discovery, negotiation, and closing, as well as renewals, upsells, cross-sells, and account expansion. The role requires navigating complex IC procurement processes and stakeholder groups while connecting Recorded Future’s intelligence capabilities to agency missions and priorities. The position partners with Sales Engineers and internal teams to develop tailored solutions and manages territory plans, pipeline, and forecasts using Salesforce and Clari or comparable platforms.

Requirements

At least 8 years of direct, quota-carrying sales experience serving U.S. federal customers, including the Intelligence Community, with a record of creating pipeline and meeting or exceeding quota.
Demonstrated success selling into one or more major IC agencies, such as CIA, NSA, NRO, NGA, DIA, or FBI, with established agency, program, and partner relationships.
Proven success driving new business through a land-and-expand strategy, including prospecting, developing, and closing complex opportunities within IC agencies and programs.
Experience managing and growing IC accounts and identifying whitespace and expansion opportunities across teams, programs, and mission use cases.
Ability to navigate complex buying groups and influence mission, technical, procurement, and executive stakeholders within IC organizations.
Strong consultative selling, discovery, negotiation, and relationship-building skills, including the ability to translate technical capabilities into mission and operational value.
Experience owning complex IC sales cycles and strong knowledge of federal funding, IC procurement processes, contract vehicles, security reviews, and authorization requirements.
Ability to balance new-business generation and long-term strategic growth through disciplined qualification, account planning, and forecasting in Salesforce and Clari or comparable platforms.
Experience selling directly for a cybersecurity, threat intelligence, data, SaaS, or adjacent technology provider.

Responsibilities

Identify, develop, and close new business opportunities across the Intelligence Community, building relationships with cybersecurity, intelligence, mission, IT, procurement, and executive stakeholders.
Develop and execute strategic territory and account plans, identifying whitespace, new use cases, and opportunities to expand Recorded Future’s footprint within IC agencies and programs.
Build multi-threaded relationships across complex IC organizations and engage stakeholders at multiple levels, including senior executives.
Own renewals and drive expansion, upsell, and cross-sell opportunities within existing accounts while protecting and strengthening long-term customer relationships.
Identify customer risk and reinforce the mission and operational value of Recorded Future’s solutions.
Use a consultative, insight-driven sales approach to uncover customer challenges and align solutions to IC mission priorities.
Manage the full sales cycle from prospecting and discovery through negotiation and close, navigating federal funding cycles, IC procurement processes, contract vehicles, security reviews, and authorization requirements.
Partner with Sales Engineers and internal teams, including Technical Account Managers, BDRs, Channel, and Field Marketing, to develop tailored solutions and progress complex opportunities.
Maintain accurate territory and account plans, qualified pipeline, and forecasts in Salesforce and Clari, applying MEDDPICC and balancing new-business pipeline generation, account retention, and expansion growth.