Account Director, Sydney Australia

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 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

Sales Execution & Forecasting

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

Market Intelligence & Strategy

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:

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 & Abilities

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