About this role.
Recorded Future is hiring an enterprise Account Director to win new cybersecurity SaaS business and expand strategic key accounts. The role owns the complete sales cycle, including prospecting, discovery, solution alignment, negotiation, closing, retention, upsell, and cross-sell. Success requires navigating complex buying groups that include cybersecurity, IT, procurement, and executive stakeholders. Candidates should bring a proven land-and-expand record in enterprise security solutions, preferably with at least five years of relevant cybersecurity, threat-intelligence, or security SaaS experience. Typical deal cycles run four to eight months, requiring disciplined account planning and multi-threaded relationship management.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
5/5Pace & Pressure
4/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
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Sample interview questions
I begin by identifying a high-priority use case with measurable business impact and aligning the initial opportunity to the relevant executive sponsor. After implementation, I build a stakeholder map, establish value reviews, and use adoption data and new organizational needs to identify expansion paths across teams, use cases, and business units.
I map technical, business, procurement, security, and executive stakeholders early and document each group’s priorities, concerns, and role in the decision process. I tailor discovery and messaging to each audience, partner with technical specialists for validation, and maintain a mutual action plan that keeps all stakeholders aligned through the close.
I use a territory plan that separates protected account-growth time from dedicated prospecting time, with clear pipeline and account-plan targets for each. I prioritize accounts based on fit, intent, whitespace, renewal risk, and potential value, then review progress consistently to ensure new-logo activity does not displace existing-customer growth.
In a stalled opportunity, I reassessed the stakeholder map and discovered that the original champion lacked access to the economic buyer. I reframed the business case around the buyer’s strategic objectives, brought in the appropriate technical and executive resources, and created a clear action plan with agreed milestones that re-established momentum.
I monitor product adoption, customer outcomes, stakeholder engagement, renewal timing, support or risk signals, pipeline coverage, whitespace by team and use case, and executive sponsorship. Together, these indicators help distinguish immediate retention risks from credible upsell and cross-sell opportunities.
With 1,000+ intelligence professionals serving over 1,900 clients worldwide, Recorded Future is the world’s most advanced, and largest, intelligence company!
Recorded Future is looking for an Account Director who thrives on winning new business. This is designed for a commercially driven seller who can open doors, navigate complex organizations, and build long-term customer relationships that create meaningful growth.
The ideal candidate combines a new-business mindset with strategic account growth skills—equally comfortable prospecting into new organizations, developing complex opportunities, and expanding relationships within established “key” accounts.
What You’ll Do
- Identify, develop, and close new business opportunities, building relationships with cybersecurity, IT, procurement, and executive stakeholders
- Develop and execute strategic account plans for Key Accounts, identifying whitespace, new use cases, and opportunities to expand Recorded Future’s footprint
- Build multi-threaded relationships across complex organizations and engage stakeholders at multiple levels, including senior executives
- Drive expansion, upsell, and cross-sell opportunities within existing accounts while protecting and strengthening long-term customer relationships
- Proactively identify customer risk and reinforce the business value and impact of Recorded Future’s solutions
- Apply a consultative, insight-driven sales approach to uncover customer challenges and align solutions to strategic priorities
- Manage the full sales cycle end-to-end, from prospecting and discovery through negotiation and close, with typical deal cycles of 4–8 months
- Partner closely with Sales Engineers and internal teams to develop tailored solutions and progress complex opportunities
- Maintain accurate territory and account plans that balance new-logo pipeline generation, account retention, and expansion growth.
What You’ll Bring
- Proven success in driving new business development with a “land and expand” strategy.
- Demonstrated ability to prospect, develop, and close new enterprise business
- Experience managing and growing accounts within large and complex organizations
- Strong track record of identifying whitespace and expansion opportunities across teams, business units, and use cases
- Ability to navigate complex buying groups and influence technical, commercial, and executive stakeholders
- Strong consultative selling, discovery, negotiation, and relationship-building skills
- Experience owning complex 4–8 month sales cycles from initial engagement through close
- Ability to balance the different disciplines required for generating new business and developing long-term strategic growth.
- 5+ years experience in cybersecurity, threat intelligence, or other security solutions in a SaaS enterprise environment is preferred
Why This Role
If you enjoy the challenge of winning new customers while building deeper, more strategic relationships with existing ones, this role offers the best of both worlds. You’ll have the opportunity to create new relationships from the ground up while developing Key Accounts into long-term strategic partnerships that deliver meaningful value for both the customer and Recorded Future.
The base salary range for this full-time position is $123,000-$184,000. Our salary ranges are determined by role, level, and location. The salary displayed reflects the range for new hire salaries for the position across all US locations. Within the range, individual pay is determined by state, work location and additional factors, including job-related skills, experience, and relevant education or training. This position may be eligible for incentive compensation, equity, and medical, dental, vision, life insurance and 401K. Your recruiter can share more about the specific details of the compensation and benefit package during the hiring process.
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Why should you join Recorded Future?
Recorded Future employees (or “Futurists”), represent over 40 nationalities and embody our core values of having high standards, practicing inclusion, and acting ethically. Our dedication to empowering clients with intelligence to disrupt adversaries has earned us a 4.6-star user rating on G2 and more than 50% of Fortune 100 companies as customers.
Want more info?
Blog & Podcast: Learn everything you want to know (and maybe some things you’d rather not know) about the world of cyber threat intelligence
Linkedin, Instagram & Twitter: What’s happening at Recorded Future
The Record: The Record is a cybersecurity news publication that explores the untold stories in this rapidly changing field
Timeline: History of Recorded Future
Recognition: Check out our awards and announcements
We are committed to maintaining an environment that attracts and retains talent from a diverse range of experiences, backgrounds and lifestyles. By ensuring all feel included and respected for being unique and bringing their whole selves to work, Recorded Future is made a better place every day.
If you need any accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to our recruiting team at careers@recordedfuture.com
Recorded Future is an equal opportunity and affirmative action employer and we encourage candidates from all backgrounds to apply. Recorded Future does not discriminate based on race, religion, color, national origin, gender including pregnancy, sexual orientation, gender identity, age, marital status, veteran status, disability or any other characteristic protected by law.
Recorded Future will not discharge, discipline or in any other manner discriminate against any employee or applicant for employment because such employee or applicant has inquired about, discussed, or disclosed the compensation of the employee or applicant or another employee or applicant.
Recorded Future does not administer a lie detector test as a condition of employment or continued employment. This is in compliance with the law of the Commonwealth of Massachusetts, and in alignment with our hiring practices across all jurisdictions.
Recorded Future maintains a drug-free workplace.
Note: Our interview process for all final-round candidates requires a mandatory in-person interview or a live, scheduled video conference with the hiring manager. We do not conduct interviews via instant messaging or text. All communications during the application process will come from individuals within our HR department via their Recorded Future email address.
Notice to Agency and Search Firm Representatives: Recorded Future will not accept unsolicited resumes from any source other than directly from a candidate. Any unsolicited resumes sent to Recorded Future, including those sent to our employees or through our website, will become the property of Recorded Future. Recorded Future will not be liable for any fees related to unsolicited resumes.
Agencies must have a valid written agreement in place with Recorded Future’s recruitment team and must receive written authorization before submitting resumes. Submissions made without such agreements and authorization will not be accepted and no fees will be paid.
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