Account Director, US Federal Financials & Capitol Hill

The role

The Account Director will own a strategic federal territory spanning Federal Financials, the Legislative Branch, and select Federal Civilian agencies. This senior, quota-carrying role involves managing the full sales cycle from prospecting through close, including renewals, upsells, and expansion.

What you will do

• Build and execute a focused territory strategy.
• Audit inherited pipeline, re-engage customers and prospects, and validate qualification and funding.
• 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.
• Navigate federal fiscal cycles, 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 and forecasts in Salesforce and Clari.

Required qualifications

• 8+ years of direct, quota-carrying sales experience with US federal agencies.
• 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.

Nice to have

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

Benefits

• Incentive compensation
• Equity
• Medical
• Dental
• Vision
• Life insurance
• 401K

Before you apply

• Final-round candidates require a mandatory in-person interview or a live, scheduled video conference with the hiring manager.

About the company

Recorded Future is an intelligence company with over 1,000 professionals serving over 1,900 clients worldwide. It is described as the world's most advanced and largest intelligence company.