Account Director (Navy)

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

Experience

• 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

Pay

The base salary range for this full-time position is $123,000 - $184,000. Our salary ranges are determined by role, level, and location. The salary displayed reflects the range for new hire salaries for the position across all US locations. Within the range, individual pay is determined by state, work location and additional factors, including job-related skills, experience, and relevant education or training.

Benefits

This position may be eligible for incentive compensation, equity, and medical, dental, vision, life insurance and 401K.