Account Director (Tokyo)

Tokyo, Japan. Posted a month ago

The role

You will drive revenue growth by managing a portfolio of strategic enterprise accounts and generating new business. You will own the full sales cycle from prospecting to close while building relationships with senior stakeholders in cybersecurity, IT, and procurement.

What you will do

Identify and pursue net-new logo opportunities through outbound prospecting, referrals, and channel networks
Conduct strategic discovery to align cybersecurity needs with intelligence solutions
Engage channel partners in joint go-to-market motions
Own and grow key enterprise accounts across multiple verticals
Drive upsell, cross-sell, and renewal opportunities
Build multi-threaded relationships across technical and executive audiences
Partner with Customer Success to ensure onboarding and long-term value
Navigate complex, multi-stakeholder sales cycles lasting 6–12 months
Apply MEDDPICC and value-based selling frameworks
Use Salesforce, Clari, and Gong to manage pipeline and forecast

Required qualifications

8+ years in enterprise SaaS or cybersecurity sales roles
Experience with complex, multi-stakeholder deals
Track record of exceeding quota and driving territory growth
Experience managing long sales cycles and closing 7-figure, multi-year contracts with Fortune 1000 clients
Experience with direct sales and partner-driven go-to-market models
Proficient in discovery, objection handling, and closing
Deep knowledge of MEDDPICC and value-based consultative sales approaches
Skilled in managing sales processes including approvals, legal reviews, and quoting workflows
Comfortable engaging with C-level executives
Fluent in Salesforce, Clari, and Gong

About the company

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