Remote Account Director, Intelligence Community Growth

Recorded Future, Inc.; United States; Remote; USD 123,000 - 184,000; Full time

Benefits offered by this job

Health insurance

401(k)

Equity

Remote-friendly environment

Job summary

Recorded Future is seeking an Account Director to win new business across the U.S. Intelligence Community and deepen our footprint within IC agencies and programs.

The role combines new-business development with strategic account growth, managing renewals, upsells, and cross-sell opportunities, while navigating federal funding cycles and IC procurement processes. Strong relationships and a consultative, insight-driven approach are essential.

Qualifications

• 8+ years of direct, quota-carrying sales experience serving U.S. federal customers, including the Intelligence Community.
• Experience selling into one or more major IC agencies such as CIA, NSA, NRO, NGA, DIA, or FBI with established relationships.
• Proven success driving new business development through a land-and-expand strategy, including prospecting, developing, and closing complex opportunities.
• 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 ability to translate capabilities into mission value.
• Experience owning complex IC sales cycles with 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 in Salesforce and Clari.

Responsibilities

• 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 and IC procurement processes.
• Partner closely with Sales Engineers and internal teams to develop tailored solutions and progress complex opportunities.
• Maintain accurate territory and account plans, qualified pipeline, and forecasts in Salesforce and Clari, balancing new-business pipeline generation, account retention, and expansion growth.

Job description

Recorded Future is seeking an Account Director to win new business across the U.S. Intelligence Community and deepen our footprint within IC agencies and programs.

The role combines new-business development with strategic account growth, managing renewals, upsells, and cross-sell opportunities, while navigating federal funding cycles and IC procurement processes. Strong relationships and a consultative, insight-driven approach are essential.