Acquisition Account Manager, Cybersecurity Sales
Optiv
Cyber Security
Account Director
Recorded Future
full-time
Posted on:
Location Type: Remote
Location: Remote • Illinois, Massachusetts, Ohio, Oregon, Washington • 🇺🇸 United States
Visit company websiteJob Level
Lead
Tech Stack
Cyber Security
About the role
- 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
- 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 internal stakeholders to ensure 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 technical value and business ROI
- Use Salesforce, Clari, and Gong to manage pipeline health and maintain forecast accuracy
- Handle objections and pricing conversations
- Maintain a deep understanding of cybersecurity trends, competitive dynamics, and enterprise buying behavior
- Provide market feedback to inform product, positioning, and roadmap priorities
Requirements
- 8+ years in enterprise SaaS or cybersecurity sales roles
- 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
- 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
Benefits
- Incentive compensation (may be eligible)
- Equity
- Medical insurance
- Dental insurance
- Vision insurance
- Life insurance
- 401K
- Remote work (#LI-Remote)
- Accommodation for applicants requiring assistance to navigate website or complete application
ATS Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
MEDDPICCvalue-based sellingdiscoveryobjection handlingclosingsales processesquoting workflowsenterprise SaaS salescybersecurity salesterritory growth
Soft skills
relationship buildingtrusted advisorcommunicationorganizational skillsoperational disciplineadaptabilitystrategic discoverymulti-threaded engagementcustomer value focusstakeholder management
