Account Director, Southern California

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.