Account Director, Enterprise San Francisco, CA - Remote

Recorded Future; San Francisco, Northern (CA, KY); Hybrid; USD 123,000 - 184,000; Full time

Benefits offered by this job

Incentive compensation

Equity

Health, dental, vision, life insurance

Job summary

Recorded Future is seeking an Account Director in San Francisco to win new business, grow strategic accounts, and build long-term customer relationships. You will open doors, navigate complex organizations, and lead multi-threaded engagements with executives and stakeholders.

The role emphasizes a consultative, insight-driven approach, with end-to-end sales ownership for deals averaging several months, and a base salary range reflecting US locations.

Qualifications

• 5+ years experience in cybersecurity, threat intelligence, or other security SaaS in a enterprise environment
• Proven ability to manage and grow accounts within large and complex organizations
• Experience navigating complex buying groups and influencing technical, commercial, and executive stakeholders
• Strong consultative selling, discovery, negotiation, and relationship-building skills

Responsibilities

• Identify, develop, and close new business opportunities with cybersecurity, IT, procurement, and executive stakeholders
• Develop and execute strategic account plans for Key Accounts, identifying whitespace and expansion opportunities
• Build multi-threaded relationships across complex organizations and engage senior executives
• Drive expansion, upsell, and cross-sell within existing accounts while maintaining long-term relationships
• Proactively identify customer risk and reinforce value of Recorded Future’s solutions
• Apply a consultative, insight-driven sales approach to align solutions with strategic priorities
• Manage the full sales cycle end-to-end, from prospecting to close (4–8 month cycles)
• Partner with Sales Engineers and internal teams to tailor solutions and progress opportunities
• Maintain territory and account plans balancing new-logo pipeline, retention, and expansion

Skills

New business development

Land and expand

Enterprise sales

Account management

Stakeholder management

Complex sales cycles

Consultative selling

Sales cycle management

Job description

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.

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.

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.

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.