Account Director, Indonesia

Overview

Recorded Future is recognized as the largest and most sophisticated intelligence company globally, employing over 1,000 intelligence experts who provide services to more than 1,900 clients worldwide.

Key Responsibilities

• Acquire new business by identifying potential clients through proactive prospecting, referrals, and collaborations with channel partners.
• Conduct strategic discovery sessions to align clients' cybersecurity requirements with Recorded Future's offerings.
• Manage and expand relationships within major enterprise accounts across various industries, focusing on upselling, cross-selling, and renewal opportunities.
• Develop and nurture strong connections with technical teams and executives such as CISOs, CIOs, and VPs of Security, serving as a trusted advisor.
• Collaborate with Customer Success and other departments to ensure smooth onboarding and ongoing support to maximize customer value.
• Manage complex sales cycles spanning 6 to 12 months, utilizing MEDDPICC methodology and value-based selling techniques.
• Create and deliver persuasive proposals emphasizing both technical benefits and business return on investment.
• Utilize tools such as Salesforce, Clari, and Gong for pipeline management, activity monitoring, and maintaining accurate sales forecasts.
• Handle negotiations and pricing discussions with professionalism and confidence, consistently achieving quarterly and annual revenue targets.
• Stay informed on cybersecurity market trends, competitive landscape, and purchasing behaviors to provide insightful feedback that influences product development and positioning.
• Operate with a sense of urgency, high professionalism, and dedication to exceptional customer service.

Required Experience and Skills

• More than 8 years of experience in enterprise SaaS or cybersecurity sales, especially managing complex, multi-stakeholder deals.
• Proven achievement in surpassing quotas and growing assigned territories.
• Expertise in handling extended sales cycles culminating in multi-year, seven-figure contracts with large enterprises (Fortune 1000 clients).
• Experience balancing direct sales tactics with partner-driven go-to-market approaches.
• Strong command of discovery, objection management, and deal closing strategies.
• In-depth understanding of MEDDPICC sales framework and consultative, value-based selling.
• Competence in managing sales processes including approvals, legal compliance, and pricing workflows.
• Effective communication skills adapted to diverse stakeholder levels, including C-level executives.
• Exceptional organizational skills and familiarity with Salesforce, Clari, and Gong platforms.

Personal Attributes

• Demonstrates perseverance, curiosity, and resilience thriving in dynamic, high-growth environments.
• Exhibits an entrepreneurial mindset with strong initiative and proactiveness.
• Has a customer-centric focus aimed at delivering lasting value and solving meaningful challenges.
• Capable of working collaboratively across teams and fostering internal champions.
• Maintains composure under pressure with thoughtfulness and self-awareness.

Additional Information

Recorded Future is an inclusive employer valuing diversity in experiences, backgrounds, and lifestyles. The company enforces equal opportunity and affirmative action policies, encouraging candidates from all demographics to apply without discrimination on protected grounds such as race, religion, gender identity, or disability status.

The company adheres to fair compensation discussion practices and does not use lie detector tests as part of employment procedures. A drug-free workplace policy is in place.

Final candidates must participate in a mandatory in-person or live video interview with the hiring manager. Communications during recruitment are sent from official company email accounts.

Recruitment agencies must have valid agreements to submit candidates; unsolicited resumes will not be accepted.