Account Director (Navy)

Responsibilities

• New Business Acquisition
• Identify and pursue net-new logo opportunities across the Secretary of the Navy (SECNAV), Marine Corps, Navy Fleets, and Program Executive Offices (PEOs)
• Conduct strategic discovery to align cybersecurity needs with Recorded Future's intelligence solutions
• Engage Federal System Integrators (FSIs) and 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, from command leadership to IT and cyber program directors
• 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 Federal sales and budget cycles lasting 6-12 months, leveraging a deep understanding of how the Navy funds and procures technology
• 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 DoD cybersecurity trends, competitive dynamics, and Federal 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

Requirements

• 8+ years in enterprise SaaS, cybersecurity, or Federal/DoD 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 Federal/DoD clients (Navy and Marine Corps experience is highly preferred)
• Strong experience with direct sales and partner-driven (FSI) go-to-market models
• Skills & Abilities
• Deep knowledge of Navy procurement, budget cycles, and the "color of money"
• Proficient in discovery, objection handling, and closing within government frameworks
• Deep knowledge of MEDDPICC and value-based consultative sales approaches
• Skilled in managing sales processes including approvals, legal reviews, and quoting workflows
• Comfortable engaging with high-ranking military officials and adapting communication to a range of stakeholders
• Traits
• The grit, curiosity, and resilience to thrive in a high-growth, fast-paced environment
• An entrepreneurial, "builder" mindset with a proactive, self-starter attitude
• A customer-obsessed approach, with a desire to solve meaningful problems and deliver long-term value
• A collaborative and team-oriented; able to work cross-functionally and build internal champions
• Thoughtfulness, self-awareness, and composed under pressure
• #LI-Remote
• Why should you join Recorded Future?
• Recorded Future employees (or "Futurists"), represent over 40 nationalities and embody our core values of having high standards, practicing inclusion, and acting ethically. Our dedication to empowering clients with intelligence to disrupt adversaries has earned us a

Benefits

Additional Information

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 building and managing a portfolio of strategic Department of Defense accounts and generating new business. You'll own the full sales cycle, from prospecting to close, while building trusted relationships with senior military stakeholders, command leadership, and procurement officers. This is a high-impact, quota-carrying role ideal for a strategic, driven, and customer-obsessed sales leader who thrives on building a territory from the ground up.

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