Account Director, Indonesia

About the Company

Recorded Future is a large-scale intelligence organization focused on cyber threat intelligence, with more than 1,000 intelligence professionals supporting over 1,900 clients around the world. The company values high standards, inclusion, and ethical conduct, and serves more than half of the Fortune 100.

Role Overview

As an Account Director, you will be responsible for expanding revenue by managing strategic enterprise accounts and winning new business. This is a quota-bearing position that combines hunting and account growth, requiring close collaboration with senior decision-makers across cybersecurity, IT, and procurement. The role suits a commercially driven, strategic sales professional who can build trust and deliver long-term customer value.

New Business Development

• Source and pursue new enterprise opportunities through outbound prospecting, referrals, and channel relationships.
• Lead discovery conversations to connect customer cybersecurity needs with Recorded Future’s intelligence offerings.
• Work with channel partners on joint go-to-market efforts and use their networks to open doors.

Account Growth and Management

• Take ownership of major enterprise accounts and expand them across different industry segments.
• Increase revenue through upselling, cross-selling, and renewals by uncovering unmet needs and product adoption signals.
• Develop strong relationships with both technical and executive stakeholders, including CISOs, CIOs, and security VPs.
• Act as a trusted advisor by bringing insights and guidance beyond the initial sale.
• Coordinate with Customer Success and internal teams to support smooth onboarding, issue resolution, and long-term customer outcomes.

Sales Process and Forecasting

• Manage complex sales journeys with multiple stakeholders, often spanning 6 to 12 months.
• Use MEDDPICC and value-led selling methods to qualify opportunities and move deals forward.
• Prepare and deliver persuasive proposals that clearly show technical benefits and business return on investment.
• Maintain pipeline discipline and forecast accuracy using Salesforce, Clari, and Gong.
• Address objections and pricing discussions with professionalism and confidence.
• Consistently achieve or exceed quarterly and annual revenue goals.

Market Insight and Strategy

• Stay current on cybersecurity trends, competitor moves, and enterprise buying behavior.
• Share customer and market feedback with internal teams to help shape product, positioning, and roadmap decisions.
• Work with urgency, strong professionalism, and a consistently high level of customer care.

Experience and Capabilities

• Bring at least 8 years of experience in enterprise SaaS or cybersecurity sales, especially in complex, multi-stakeholder deals.
• Demonstrate a strong history of exceeding quota and growing territory performance.
• Have handled long sales cycles and closed multi-year contracts worth 7 figures for Fortune 1000 customers.
• Be comfortable working in both direct sales and partner-led business models.

Skills and Working Style

• Strong ability in discovery, objection handling, and deal closure.
• Solid command of MEDDPICC and consultative, value-based selling approaches.
• Experience managing sales workflows such as approvals, legal review, and quoting.
• Confident communicating with senior executives and adapting to different stakeholder styles.
• Highly organized, disciplined, and comfortable using Salesforce, Clari, and Gong.

Personal Attributes

• Resilient, curious, and energized by a fast-moving, high-growth environment.
• Self-directed and entrepreneurial in approach.
• Focused on solving meaningful customer problems and creating long-term value.
• Collaborative and effective in cross-functional teamwork and internal stakeholder building.
• Calm, self-aware, and composed when working under pressure.

Additional Information

Recorded Future emphasizes diversity, inclusion, and equal opportunity. The company supports candidates needing accommodations during the application process through its recruiting team.

Final-round interviews require either an in-person meeting or a live scheduled video call with the hiring manager. Interviews are not conducted through instant messaging or text. Application-related messages will come only from HR team members using a Recorded Future email address.

The company does not accept unsolicited resumes from external agencies or search firms unless a written agreement and prior authorization are in place.

Recorded Future maintains a drug-free workplace and states that it does not use lie detector testing as a condition of employment, in line with applicable law and its hiring practices.