Account Director, Australia

Recorded Future; City of Melbourne; On-site; AUD 120,000 - 150,000; Full time

Job summary

A leading cybersecurity intelligence firm in Melbourne is seeking an experienced Account Director to manage enterprise accounts and drive revenue growth. This role involves engaging with senior stakeholders, owning the sales cycle from prospecting to closing, and adapting to client needs. Ideal candidates have over 8 years in enterprise SaaS or cybersecurity sales, with a proven record in complex sales. The position offers competitive compensation and benefits.

Benefits

Competitive salary

Inclusive work environment

Equal opportunity employer

Qualifications

• 8+ years in enterprise SaaS or cybersecurity sales roles.
• Track record of exceeding quota and driving territory growth.
• Experience with complex, multi-stakeholder deals.

Responsibilities

• Drive revenue growth by managing strategic enterprise accounts.
• Generate new business through prospecting and partnerships.
• Deliver insights and value to clients post-sale.

Skills

New Business Acquisition

Account Management

Sales Process Management

Relationship Building

Education

Experience in enterprise SaaS or cybersecurity sales

Tools

Salesforce

Clari

Gong

Job description

With 1,000 intelligence professionals, over $300M in sales, and serving over 1,900 clients worldwide, Recorded Future is the world’s most advanced, and largest, intelligence company!

As an Account Director at Recorded Future, you will play a critical role in driving revenue growth by managing a portfolio of strategic enterprise accounts and generating new business. You’ll own the full sales cycle, from prospecting to close, while building trusted relationships with senior stakeholders in cybersecurity, IT, and procurement. This is a high-impact, quota-carrying role ideal for a strategic, driven, and customer-obsessed sales leader.

What You'll Do:

New Business Acquisition

• Identify and pursue net-new logo opportunities through outbound prospecting, referrals, and channel networks
• Conduct strategic discovery to align cybersecurity needs with Recorded Future’s intelligence solutions
• Engage channel partners in joint go-to-market motions, leveraging their reach and relationships

Account Management

• Own and grow key enterprise accounts across multiple verticals
• Drive upsell, cross-sell, and renewal opportunities by identifying unmet needs and usage patterns
• Build strong, multi-threaded relationships across technical and executive audiences (CISO, CIO, VP of Security)
• Act as a trusted advisor, delivering insights and value beyond the initial sale
• Partner with Customer Success and other internal stakeholders to ensure seamless onboarding, support, and long-term customer value
• Navigate complex, multi-stakeholder sales cycles lasting 6–12 months
• Apply MEDDPICC and value-based selling frameworks to qualify and advance deals
• Develop and present compelling proposals, with a strong grasp of both technical value and business ROI
• Use Salesforce, Clari, and Gong to manage pipeline health, track activity, and maintain forecast accuracy
• Handle objections and pricing conversations with clarity, confidence, and professionalism
• Consistently meet or exceed quarterly and annual revenue targets
• Maintain a deep understanding of cybersecurity trends, competitive dynamics, and enterprise buying behavior
• Provide market feedback to internal teams to inform product, positioning, and roadmap priorities
• Operate with urgency, professionalism, and high standards of customer care

What You'll Bring:

• The grit, curiosity, and resilience to thrive in a high-growth, fast-paced environment
• An entrepreneurial mindset with a proactive, self-starter attitude
• A customer-obsessed approach, with a desire to solve meaningful problems and deliver long-term value
• A collaborative and team-oriented approach; able to work cross-functionally and build internal champions
• Thoughtfulness, self-awareness, and composure under pressure

Preferred Qualifications:

Experience

• 8+ years in enterprise SaaS or cybersecurity sales roles, with a focus on complex, multi-stakeholder deals
• Track record of consistently exceeding quota and driving territory growth
• Experience managing long sales cycles and closing 7-figure, multi-year contracts with Fortune 1000 clients
• Strong experience with direct sales and partner-driven go-to-market models

Skills

• Proficient in discovery, objection handling, and closing
• Deep knowledge of MEDDPICC and value-based consultative sales approaches
• Skilled in managing sales processes including approvals, legal reviews, and quoting workflows
• Comfortable engaging with C-level executives and adapting communication to a range of stakeholders
• Highly organized and operationally disciplined; fluent in tools like Salesforce, Clari, Gong

Why should you join Recorded Future? Recorded Future employees (or “Futurists”) represent over 40 nationalities and embody our core values of high standards, inclusion, and ethics. Our dedication to empowering clients with intelligence to disrupt adversaries has earned us a 4.8-star Gartner rating and more than 45 of the Fortune 100 companies as clients.

Want more info? Blog & Podcast: Learn everything you want to know about the world of cyber threat intelligence. LinkedIn, Instagram & Twitter: What’s happening at Recorded Future. The Record: A cybersecurity news publication. Timeline: History of Recorded Future. Recognition: Our awards and announcements.

We are committed to maintaining an environment that attracts and retains talent from diverse experiences, backgrounds and lifestyles. By ensuring all feel included and respected for being unique, 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 email with your request to our recruiting team at [e-mail].

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. The company will not discriminate against any employee or applicant for discussing compensation or for cooperating with an audit of compensation practices. The company does not administer lie detector tests as a condition of employment, in compliance with applicable law.

Notice to Agency and Search Firm Representatives: Recorded Future will not accept unsolicited resumes from any source other than directly from a candidate. Agencies must have a valid written agreement with Recorded Future’s recruitment team before submitting resumes.

Note: Our interview process for 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 will come from our HR department via their Recorded Future email address.

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