Account Director, Brazil at Recorded Future

São Paulo, State of São Paulo, Brazil

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

CybersecurityIndustries

Requirements

Experience in full sales cycle roles, with a focus on new business acquisition in the enterprise cybersecurity, SaaS, or information security sectors
Proven ability to grow revenue through both existing accounts and new business acquisition
Deep understanding of the cybersecurity landscape, including knowledge of threat intelligence and security operations
Experience working with security-focused channel partners, and an understanding of how to leverage these relationships to drive growth
Consultative sales approach with strong communication skills to engage both technical and executive stakeholders
Analytical and problem-solving abilities to uncover customer needs and present solutions effectively
Negotiation expertise, with the ability to handle objections and close complex deals

Responsibilities

Manage and grow existing relationships with customers in your designated territory, ensuring long-term success and expansion
Identify new opportunities within the existing customer base, driving upgrades, cross-sells, and contract renewals at escalated ARR rates
Partner with internal teams (e.g., Customer Success) to ensure customers receive the value they expect
Serve as the primary point of contact for customers, establishing trust and influence at all levels of the organization
Prospect and acquire new clients aligning client’s cybersecurity needs with Recorded Future’s solutions
Drive the full sales cycle from lead generation, solution demos, negotiations, and closing deals with new customers
Leverage market insights to position Recorded Future’s solutions, staying informed about industry trends and competitor offerings
Collaborate with channel partners to expand your pipeline and increase market reach
Develop and present compelling proposals, ensuring alignment with customer needs and objectives
Utilize sales methodologies such as MEDDIC and Value-Based Selling to influence decision-makers and close complex deals
Create and execute go-to-market strategies in collaboration with internal and external teams, aligning with both customer needs and business goals
Track and update opportunities in Salesforce, providing accurate forecasts and ensuring timely progress toward closing

Skills

Key technologies and capabilities for this role

SalesforceMEDDICValue-Based SellingAccount ManagementProspectingLead GenerationNegotiationSales ForecastingGo-to-Market StrategyCybersecurity Sales

Questions & Answers

Common questions about this position

Is this position remote?

Yes, this position is remote.

What sales experience is required for this role?

The role requires experience in full sales cycle roles with a focus on new business acquisition in enterprise cybersecurity, SaaS, or information security sectors, plus proven ability to grow revenue through existing accounts and new business.

What key skills are needed for the Account Director role?

Key skills include a consultative sales approach with strong communication, analytical and problem-solving abilities, and negotiation expertise to handle objections and close complex deals.

What industry knowledge is required?

Candidates need a deep understanding of the cybersecurity landscape, including knowledge of threat intelligence and security operations, plus experience working with security-focused channel partners.

What makes a strong candidate for this Account Director position?

A strong candidate has full sales cycle experience in cybersecurity or SaaS, proven revenue growth in accounts and new business, cybersecurity industry knowledge, and skills in consultative selling, negotiation, and partner collaboration.

Recorded Future

Provides machine-readable threat intelligence solutions

About Recorded Future

Recorded Future provides threat intelligence in the cybersecurity industry by gathering and analyzing information about potential threats to organizations. Their intelligence is delivered in a machine-readable format, making it easy for clients like threat analysts and security teams to integrate with their existing systems. Unlike competitors, Recorded Future focuses on partnerships with Value Added Resellers (VARs) to enhance their offerings and provide comprehensive support. The company's goal is to help organizations lower the risk of cyber attacks through effective threat intelligence.

Somerville, MassachusettsHeadquarters

2009Year Founded

$57.1MTotal Funding

ACQUISITIONCompany Stage

CybersecurityIndustries

1,001-5,000Employees

Benefits

Professional development and career advancement

Flexible work environment, be yourself

Generous vacation policy

Wellness programs

Company outings

Competitive compensation and benefits

Free snacks, drinks, and coffee in the office

Parental leave program

Environmentally conscious

Risks

Integration challenges with Mastercard's systems could delay synergy realization post-acquisition.

The acquisition may shift strategic priorities, alienating clients preferring independent operations.

Competitive pressures from European cybertech firms may impact the Filigran partnership.

Differentiation

Recorded Future offers machine-readable threat intelligence for seamless integration with security systems.

The company indexes data from open, dark web, and technical sources for comprehensive insights.

Recorded Future partners with VARs, enhancing their reach and providing hands-on support.

Upsides

Mastercard's acquisition enhances Recorded Future's AI capabilities for improved cybersecurity services.

Integration with XDR platforms offers a comprehensive security approach for Recorded Future.

The rise of zero-trust models allows Recorded Future to tailor its threat intelligence offerings.

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