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Account Director, Rockies

Recorded Future, Inc.

Job Overview

Location

Remote

Job Type

Full-time

Full Job Description

📋 Description

• Own the entire commercial relationship for a portfolio of strategic enterprise accounts across the Rocky Mountain region—think Fortune 500 energy, aerospace, and financial-services giants headquartered in Denver, Salt Lake City, Calgary, and beyond. You will be the single point of accountability for revenue retention, expansion, and executive alignment, managing multi-year contracts that often exceed seven figures.
• Develop and execute a territory-level growth strategy that maps Recorded Future’s full intelligence platform (Threat Intelligence, SecOps Intelligence, Brand Intelligence, and Third-Party Intelligence) to each client’s most pressing cyber-risk initiatives, from M&A due-diligence to OT/ICS protection in upstream oil & gas.
• Lead quarterly business reviews (QBRs) with C-suite and board-level stakeholders, translating raw threat-intel telemetry into quantifiable risk-reduction narratives that secure renewal uplifts and justify six-figure expansion deals.
• Orchestrate cross-functional pursuit teams—Solutions Architects, Intel Analysts, Product Marketing, and Executive Leadership—to craft bespoke proposals, ROI models, and security-transformation roadmaps that differentiate Recorded Future against both legacy vendors and emerging point solutions.
• Build and maintain a three-year pipeline valued at 5–10× quota by leveraging MEDDPICC qualification, value-selling frameworks, and Challenger-style negotiation tactics; maintain 4× coverage at all times to guarantee predictable, quarter-over-quarter growth.
• Serve as the voice of the Rockies region back to Product Management, feeding real-time field intelligence on regional threat trends, competitive displacement opportunities, and feature gaps that influence the next 12–18 months of roadmap prioritization.
• Mentor and up-skill a virtual bench of Regional Sales Managers and Commercial AEs, sharing deal-strategy blueprints, objection-handling playbooks, and executive-engagement best practices that elevate the entire region’s win rate and average selling price.
• Champion customer-success rigor by co-owning adoption KPIs (time-to-first-value, MAU growth, NPS) with our post-sales Intel Success team; intervene early when health scores dip to protect net-revenue retention above 115%.
• Travel up to 35% across the Rockies and to Boston HQ for quarterly kickoffs, customer briefings at the Intelligence Cloud Fusion Center, and executive alignment summits; balance remote autonomy with high-impact face-to-face moments.
• Represent Recorded Future at regional SANS summits, EnergySec conferences, and invite-only CISO roundtables, positioning yourself as the go-to thought leader on intelligence-led security for critical-infrastructure sectors.

🎯 Requirements

• 8+ years of enterprise software sales experience with a consistent track record of exceeding $3M+ annual quotas selling complex SaaS or cyber-security platforms to Fortune 1000 accounts.
• Demonstrated ability to navigate highly regulated industries (energy, utilities, financial services, or defense) and build consensus among security, risk, legal, and OT engineering stakeholders.
• Deep fluency in MEDDPICC or similar value-selling methodology; able to construct multi-threaded account plans that map economic buyers, champions, and technical evaluators.
• Bachelor’s degree required; MBA or relevant cybersecurity certifications (CISSP, SANS GCTI) strongly preferred.

🏖️ Benefits

• Uncapped commission plan with accelerators above 100% quota attainment and equity in a high-growth, pre-IPO intelligence leader valued at $3.5B.
• True remote-first culture—work from anywhere in the Rockies with quarterly travel to Boston HQ covered, including a $1,500 annual stipend for home-office upgrades.
• 20 weeks fully paid parental leave, 100% employer-paid medical/dental/vision for employees and 80% for dependents, plus a $5,000 annual wellness allowance.
• Annual $3,000 professional-development budget and paid time off to attend leading security conferences like Black Hat, RSAC, or SANS.
• 4-week paid sabbatical after four years of service, plus flexible PTO policy that averages 25 days per year.

Skills & Technologies

Remote

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Recorded Future, Inc.

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About Recorded Future, Inc.

Recorded Future, Inc. is a Massachusetts-based cybersecurity company founded in 2009. It provides threat intelligence software that aggregates open-source, dark-web, and technical data to identify cyber risks in real time. The platform uses machine learning to analyze billions of threat indicators, helping enterprises, governments, and MSSPs prioritize vulnerabilities, detect malicious actors, and automate incident response. Core offerings include threat landscape dashboards, vulnerability risk scoring, brand protection, and third-party risk monitoring, delivered via SaaS and API integrations.

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