Account Director, Intelligence Community

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 across the U.S. Intelligence Community (IC). With an established customer base, this is an opportunity to deepen our presence within individual IC agencies and programs while developing new business.

The ideal candidate combines a new-business mindset with strategic account growth skills, building relationships that connect Recorded Future’s intelligence capabilities to agency missions and priorities. This senior, quota-carrying role owns renewals, upsells, and expansion alongside new business. Final account alignment will be informed by the hire’s IC agency experience and relationships.

• Identify, develop, and close new business opportunities across the IC, 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.
• Proactively identify customer risk and reinforce the mission and operational value of Recorded Future’s solutions.
• Apply a consultative, insight-driven sales approach to uncover customer challenges and align solutions to IC mission priorities.
• Manage the full sales cycle end-to-end, from prospecting and discovery through negotiation and close, navigating federal funding cycles, IC procurement processes, contract vehicles, security reviews, and authorization requirements.
• Partner closely 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.

• 8+ years of direct, quota-carrying sales experience serving U.S. federal customers, including the Intelligence Community, with a track 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 development through a land-and-expand strategy, including prospecting, developing, and closing complex opportunities within IC agencies and programs.
• Experience managing and growing IC accounts, 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, with the ability to translate technical capabilities into mission and operational value.
• Experience owning complex IC sales cycles, with 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, supported by disciplined qualification, account planning, and forecasting…