Account Director, US Federal Financials & Capitol Hill

With 1,000+ intelligence professionals serving over 1,900 clients worldwide, Recorded Future is the world’s most advanced and largest intelligence company. This senior, quota-carrying role focuses on a strategic federal territory spanning Federal Financials, the Legislative Branch, and select Federal Civilian agencies, with a strong emphasis on net-new business while also owning renewals, upsells, and expansion across an established customer base.

About the Role

As Account Director, you will own the full sales cycle from prospecting through close, building deep, multi-threaded relationships across cybersecurity, IT, program, procurement, and executive stakeholders. You will collaborate with partners and internal teams to create and grow opportunities across the territory.

Responsibilities

• Build and execute a focused territory strategy, prioritizing agencies, components, relationships, and opportunities with the greatest revenue potential.
• Audit inherited pipeline, re-engage customers and prospects, validate qualification and funding, and establish credible deal plans and forecasts.
• Generate net-new pipeline through direct prospecting, existing relationships, referrals, and federal partners.
• Own the full commercial relationship, from new-logo pursuit through renewals, upsells, and expansion, supported by Technical Account Managers, BDRs, Sales Engineers, Channel, and Field Marketing.
• Navigate federal fiscal cycles, Continuing Resolutions, procurement, contract vehicles, security reviews, and authorization requirements.
• Develop multi-threaded relationships across cyber threat intelligence, security operations, IT, program, procurement, and executive stakeholders.
• Apply MEDDPICC and value-based selling while maintaining accurate pipeline, qualification, next steps, and forecasts in Salesforce and Clari.

Requirements

• 8+ years of direct, quota-carrying sales experience with US federal agencies, with a track record of creating pipeline, growing territories, and meeting or exceeding quota.
• Prior experience selling into US Department of the Treasury, Federal Reserve, and Capitol Hill (Senate, House of Representatives, etc).
• Existing relationships across relevant federal agencies, components, procurement stakeholders, and partner ecosystems.
• Experience selling directly for a cybersecurity, data, SaaS, or adjacent technology provider.
• Strong knowledge of federal buying processes, fiscal cycles, procurement, contract vehicles, and authorization requirements.
• Experience leading complex, multi-stakeholder sales and translating technical capabilities, integrations, APIs, and intelligence data into mission and operational value.
• Strong operational discipline in Salesforce and Clari, or a comparable forecasting platform, within a highly data-driven sales environment.
• A builder mentality, commercial urgency, resilience, transparency, and comfort operating through change.

Preferred Qualifications

• Experience with federal financial agencies, the Legislative Branch, cybersecurity or threat intelligence, and acquisition or integration environments.

Pay

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

Benefits

• Incentive compensation and equity.
• Medical, dental, vision, and life insurance.
• 401K retirement plan.

About Recorded Future

Recorded Future employees (or “Futurists”) represent over 40 nationalities and embody core values of high standards, inclusion, and ethical conduct. The company is dedicated to empowering clients with intelligence to disrupt adversaries, earning a 4.6-star user rating on G2 and serving more than 50% of Fortune 100 companies as customers.