Account Director - SLED Midwest

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

As an Account Director - SLED Midwest at Recorded Future, you'll manage and grow some of our most important SLED customers, build new relationships and new business pipeline within white space accounts, while maintaining an accurate forecast for the assigned territory. Your deep knowledge of the SLED market, combined with your communication skills and analytical abilities will help to accelerate Recorded Future’s growing public sector business. You have the confidence to target, educate, and persuade new customers to use Recorded Future products and services in new and creative ways that drive successful outcomes for their organizations.

What You'll Do:

New Business Acquisition

Identify and prospect new business opportunities through outreach, referrals, and channel partnerships

Lead discovery conversations to understand client cybersecurity needs and align Recorded Future’s solutions

Collaborate with channel partners to expand reach and generate qualified leads

Drive marketing outreach / engagement for relevant audiences in your territory

Account Management

Maintain and grow existing customer relationships by identifying opportunities for renewals, upsells, and cross-sells

Build multi-level relationships with technical and business stakeholders

Work with cross-functional teams to ensure customer success and prevent churn

Sales Execution & Forecasting

Lead all sales cycle activities including qualification, proposal development, presentations, and deal tracking through close

Travel up to 50% in the Midwest region of the US to meet prospects, customers and partners. Ideally, the candidate resides in IL, OH, MI, WI, MN, MO, IN, IA, KS, or NE.

Assist in negotiation and closing processes by coordinating internal stakeholders and preparing materials

Maintain accurate sales activity and pipeline data in Salesforce/Clari to support forecasting and reporting

Set appropriate expectations with customers and management to accurately and consistently forecast and close business

Market Intelligence

Build foundational knowledge of cybersecurity industry trends, Recorded Future’s solutions, and competitive landscape

Attend industry events to better understand top priorities of customers and prospects, gain insight on competitors and boost the Recorded Future brand

What You'll Bring:

Experience

BA/BS or equivalent combination of education and experience

8+ years in quota-carrying software sales experience

4+ years selling experience in the SLED market and selling to the C-Suite

Successful track record of achievement against assigned quotas

Experience selling cybersecurity solutions strongly preferred

Experience selling to Midwest public sector accounts require

Skills & Traits

Strong communication and interpersonal skills

Highly effective written, presentation, and closing ski