Account Director (Tokyo)

With 1,000+ intelligence professionals serving over 1,900 clients worldwide, Recorded Future is the world’s most advanced, and largest, intelligence company! As an Account Director at Recorded Future, you will play a critical role in driving revenue growth by managing a portfolio of strategic enterprise accounts and generating new business. You’ll own the full sales cycle, from prospecting to close, while building trusted relationships with senior stakeholders in cybersecurity, IT, and procurement. This is a high-impact, quota-carrying role ideal for a strategic, driven, and customer-obsessed sales leader. What You'll Do: New Business Acquisition • Identify and pursue net-new logo opportunities through outbound prospecting, referrals, and channel networks • Conduct strategic discovery to align cybersecurity needs with Recorded Future’s intelligence solutions • Engage channel partners in joint go-to-market motions, leveraging their reach and relationships Account Management • Own and grow key enterprise accounts across multiple verticals • Drive upsell, cross-sell, and renewal opportunities by identifying unmet needs and usage patterns • Build strong, multi-threaded relationships across technical and executive audiences (CISO, CIO, VP of Security) • Act as a trusted advisor, delivering insights and value beyond the initial sale • Partner with Customer Success and other internal stakeholders to ensure seamless onboarding, support, and long-term customer value Sales Execution & Forecasting • Navigate complex, multi-stakeholder sales cycles lasting 6–12 months • Apply MEDDPICC and value-based selling frameworks to qualify and advance deals • Develop and present compelling proposals, with a strong grasp of both technical value and business ROI • Use Salesforce, Clari, and Gong to manage pipeline health, track activity, and maintain forecast accuracy • Handle objections and pricing conversations with clarity, confidence, and professionalism • Consistently meet or exceed quarterly and annual revenue targets Market Intelligence & Strategy • Maintain a deep understanding of cybersecurity trends, competitive dynamics, and enterprise buying behavior • Provide market feedback to internal teams to inform product, positioning, and roadmap priorities • Operate with urgency, professionalism, and high standards of customer care What You'll Bring: Experience • 8+ years in enterprise SaaS or cybersecurity sales roles, with a focus on complex, multi-stakeholder deals • Track record of consistently exceeding quota and driving territory growth • Experience managing long sales cycles and closing 7-figure, multi-year contracts with Fortune 1000 clients • Strong experience with direct sales and partner-driven go-to-market models Skills & Abilities • 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 and adapting communication to a range of stakeholders • Highly organized and operationally disciplined; fluent in tools like Salesforce, Clari, Gong Traits • The grit, curiosity, and resilience to thrive in a high-growth, fast-paced environment • An entrepreneurial mindset with a proactive, self-starter attitude • A customer-obsessed approach, with a desire to solve meaningful problems and deliver long-term value • A collaborative and team-oriented; able to work cross-functionally and build internal champions • Thoughtfulness, self-awareness, and composed under pressure #LI-Remote Why should you join Recorded Future? Recorded Future employees (or “Futurists”), represent over 40 nationalities and emb