[Remote] Account Director, South Africa at Recorded Future

South Africa

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

CybersecurityIndustries

Requirements

8+ years in enterprise SaaS or cybersecurity sales roles, with a focus on complex, multi-stakeholder deals (preferred)
Track record of consistently exceeding quota and driving territory growth (preferred)
Experience managing long sales cycles (6–12 months) and closing 7-figure, multi-year contracts with Fortune 1000 clients (preferred)
Strong experience with direct sales and partner-driven go-to-market models (preferred)
Proficient in discovery, objection handling, and closing (preferred)
Deep knowledge of MEDDPICC and value-based consultative sales approaches (preferred)
Skilled in managing sales processes including approvals, legal reviews, and quoting workflows (preferred)
Comfortable engaging with C-level executives (e.g., CISO, CIO, VP of Security) and adapting communication to a range of stakeholders (preferred)
Highly organized and operationally disciplined; fluent in tools like Salesforce, Clari, Gong (preferred)
Grit, curiosity, and resilience to thrive in a high-growth, fast-paced environment
Entrepreneurial mindset with a proactive, self-starter attitude
Customer-obsessed approach, with a desire to solve meaningful problems and deliver long-term value
Collaborative and team-oriented; able to work cross-functionally and build internal champions
Thoughtfulness, self-awareness, and composure under pressure

Responsibilities

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
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
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
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

Skills

Salesforce

Clari

Gong

MEDDPICC

Value-based Selling

Outbound Prospecting

Account Management

Cybersecurity Sales

Pipeline Management

Forecasting

ROI Analysis

Upsell

Cross-sell

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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