Account Director (TOLA)
Skills
- Enterprise SaaS/cybersecurity sales experience
- Proficiency with MEDDPICC and value-based consultative selling
- Strong discovery, objection handling, and closing skills
- Experience with Salesforce, Clari, and Gong
- Comfort engaging C-level executives and procurement stakeholders
- Ability to manage long, multi-stakeholder sales cycles and complex contracting
- Channel and partner go-to-market experience
Responsibilities
- Identify and pursue net-new logos through outbound prospecting, referrals, and channel partnerships
- Conduct strategic discovery and align customer cybersecurity needs to Recorded Future solutions
- Own and grow enterprise accounts, driving upsell, cross-sell, and renewals
- Build multi-threaded relationships with technical and executive stakeholders (CISO, CIO, VP Security)
- Apply MEDDPICC and value-based selling to qualify and advance complex 6–12 month deals
- Develop and present proposals demonstrating technical value and business ROI
- Use Salesforce, Clari, and Gong to manage pipeline, activity, and forecast accuracy
- Partner with Customer Success and internal teams to ensure onboarding and long-term value
- Provide market feedback to inform product, positioning, and roadmap priorities
Education
- Bachelor’s degree preferred or equivalent professional experience
- Relevant professional sales or security certifications a plus
Benefits
- Base salary plus incentive compensation and equity eligibility
- Medical, dental, and vision insurance
- 401(k) plan
- Remote work flexibility
- Inclusive culture with global, diverse teams
- Professional development and cross-functional collaboration opportunities
Average salary estimate
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