Account Director, Intelligence Community

Recorded Future

. Identify, develop, and close new business opportunities across the U.S.

Posted 11/2/2026full-timeRemote • United StatesLead💰 $123,000 - $184,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates extensive experience in direct sales to the U.S. Intelligence Community, with a strong focus on consultative selling and relationship management. Proven ability to navigate complex procurement processes and drive business growth through strategic account planning and execution.

Highest-signal resume keywords

8+ Years Direct Sales ExperienceConsultative Selling SkillsExperience Selling to IC AgenciesSalesforce and Clari ProficiencyKnowledge of IC Procurement Processes

ATS Keywords

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Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills

Quota-Carrying Sales ExperiencePipeline CreationAccount ManagementNegotiation SkillsAccount PlanningForecastingLand-and-Expand StrategyTechnical Capability TranslationCustomer Risk IdentificationExpansion Growth

Soft Skills

Relationship-Building SkillsDiscovery SkillsInfluencing Skills

Tools & Technologies

SalesforceClari

Industry Keywords

U.S. Intelligence CommunityCybersecurityThreat IntelligenceFederal Funding CyclesContract VehiclesSecurity ReviewsAuthorization Requirements

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

Identify, develop, and close new business opportunities across the U.S. Intelligence Community
Build relationships with cybersecurity, intelligence, mission, IT, procurement, and executive stakeholders
Develop and execute strategic territory and account plans
Identify whitespace, new use cases, and expansion opportunities within IC agencies and programs
Build multi-threaded relationships across complex IC organizations
Own renewals and drive expansion, upsell, and cross-sell opportunities within existing accounts
Identify customer risk and reinforce the mission and operational value of Recorded Future’s solutions
Apply a consultative, insight-driven sales approach
Manage the full sales cycle from prospecting and discovery through negotiation and close
Navigate federal funding cycles, IC procurement processes, contract vehicles, security reviews, and authorization requirements
Partner with Sales Engineers, Technical Account Managers, BDRs, Channel, and Field Marketing
Maintain territory and account plans, qualified pipeline, and forecasts in Salesforce and Clari
Apply MEDDPICC while balancing new-business pipeline generation, account retention, and expansion growth

Requirements

What you’ll need

8+ years of direct, quota-carrying sales experience serving U.S. federal customers, including the Intelligence Community
Track record of creating pipeline and meeting or exceeding quota
Success selling into one or more major IC agencies, such as CIA, NSA, NRO, NGA, DIA, or FBI
Established agency, program, and partner relationships
Success driving new business development through a land-and-expand strategy
Experience managing and growing IC accounts
Ability to navigate complex buying groups and influence mission, technical, procurement, and executive stakeholders
Strong consultative selling, discovery, negotiation, and relationship-building skills
Ability to translate technical capabilities into mission and operational value
Knowledge of federal funding, IC procurement processes, contract vehicles, security reviews, and authorization requirements
Disciplined qualification, account planning, and forecasting in Salesforce and Clari or comparable platforms
Experience selling directly for a cybersecurity, threat intelligence, data, SaaS, or adjacent technology provider

Benefits

Comp & perks

Incentive compensation eligibility
Equity eligibility
Medical insurance
Dental insurance
Vision insurance
Life insurance
401K
Equal opportunity and affirmative action employer
Accommodation or special assistance during application process