Strategic IC Account Director: New-Business Growth

Recorded Future, Inc.; Washington (District of Columbia); On-site; USD 123,000 - 184,000; Full time

Benefits offered by this job

Incentive compensation

Equity

Benefits package

Job summary

Recorded Future, Inc. in Washington, DC is seeking an Account Director to win new business across the U.S. Intelligence Community and deepen presence within IC agencies with an established customer base.

The role combines new-business development with strategic account growth, owning renewals, upsell, and expansion while leveraging IC relationships to align Recorded Future’s intelligence solutions with agency missions.

Qualifications

• 8+ years of direct, quota-carrying sales experience serving U.S. federal customers.
• Proven success selling into one or more major IC agencies (CIA, NSA, NRO, NGA, DIA, FBI) with established relationships.
• Proven success driving new business development through a land-and-expand strategy.
• Experience managing and growing IC accounts, identifying whitespace and expansion opportunities.
• Ability to navigate complex buying groups and influence stakeholders within IC organizations.
• Strong consultative selling, discovery, negotiation and relationship-building skills.
• Experience owning complex IC sales cycles with knowledge of federal funding, procurement processes, contract vehicles, security reviews and authorizations.
• Ability to balance new-business generation and long-term strategic growth with disciplined forecasting.

Responsibilities

• Identify, develop, and close new business opportunities across the IC, engaging cybersecurity, intelligence, mission, IT, procurement, and executives.
• Develop and execute strategic territory and account plans to expand Recorded Future’s footprint within IC agencies and programs.
• Build multi-threaded relationships across IC organizations and engage senior executives.
• Own renewals and drive expansion, upsell, and cross-sell within existing accounts.
• Proactively identify customer risk and reinforce the value of Recorded Future’s solutions.
• Apply a consultative, insight-driven sales approach to align solutions with IC priorities.
• Manage the full sales cycle end-to-end, including prospecting, discovery, negotiation, and close.
• Collaborate with Sales Engineers and internal teams to tailor solutions and progress complex opportunities.

Skills

New business development

Quota carrying

Federal customer sales

Account management

Strategic selling

Relationship building

Job description

Recorded Future, Inc. in Washington, DC is seeking an Account Director to win new business across the U.S. Intelligence Community and deepen presence within IC agencies with an established customer base.

The role combines new-business development with strategic account growth, owning renewals, upsell, and expansion while leveraging IC relationships to align Recorded Future’s intelligence solutions with agency missions.