Job Description
With 1,000+ intelligence professionals serving over 1,900 clients worldwide, Recorded Future is the world’s most advanced, and largest, intelligence company!
The Regional Sales Director at Recorded future is a strategic and people-focused leader responsible for driving revenue growth through a high-performing team of sellers focused on both net-new customer acquisition and expanding existing customer value. This role leads by example—coaching and developing sales talent, managing regional forecasting and pipeline health, collaborating with channel partners, and ensuring the team delivers against ambitious revenue goals in a fast-paced, high-growth environment.
What You’ll Do:
- Own regional sales strategy and execution, guiding a team focused on both new logo acquisition and customer expansion.
- Recruit, develop, manage and retain top sales talent while fostering a culture of accountability and high performance.
- Coach team members on deal strategy, territory planning, discovery, and execution throughout the full sales cycle.
- Establish clear regional goals, determine the pace required to meet them, and develop a forward-looking business plan that drives sustained success, balancing long-term vision with your team’s day-to-day execution
- Ensure the team builds and manages a strong pipeline of qualified opportunities through strategic prospecting and partner engagement.
- Support the team in building executive relationships and navigating complex sales cycles with multiple stakeholders.
- Partner cross-functionally with channel, marketing, customer success, and sales operations to remove friction and improve the customer experience.
- Maintain deep knowledge of the cybersecurity market and Recorded Future’s value proposition to ensure competitive positioning across the team.
- Deliver accurate forecasts and provide insight to leadership on performance trends, risks, and opportunities.
- Achieve and exceed regional revenue targets while contributing to the broader success of the global sales organization.
- Operate your region as an owner, leveraging cross-functional partnerships to drive team success, and taking a proactive approach to planning, execution, and operational excellence
- Maintain strong sales discipline by overseeing commercial pricing strategies as the first line of accountability, ensuring healthy pipeline management, deal hygiene, and optimal business performance
What You’ll Bring:
- Sales Leadership - Drives performance by setting clear goals, regular coaching, and leading by example. Proactively supports deal strategy and develops scalable processes to support predictable growth.
- Operational Excellence - Own regional sales strategy and execution, establishing a strong operational rhythm grounded in MEDDPICC to ensure consistent deal qualification, pipeline health, and forecast accuracy. Guide the team in driving both new logo acquisition and customer expansion while ensuring disciplined execution across the full sales cycle. Experienced with sales tools (Salesforce, Clari, Gong, etc.) and uses data to monitor team health, guide decision-making, and ensure accurate forecasting.
- Strategic Communication - Able to clearly articulate Recorded Future’s value proposition across all customer and partner interactions. Helps the team craft compelling narratives for C-level audiences and keeps internal stakeholders aligned.
- Sales Strategy & Execution - Understands regional market dynamics, competitive landscape, and channel opportunities. Builds and executes go-to-market plans that drive pipeline growth and close rates.
- Team Development - Identifies and nurtures top talent. Creates a culture of feedback, collaboration, and growth, empowering team members to own their performance while providing the guidance and support needed to succeed and grow their careers.
- Customer & Partner Focus - Deeply understands the customer journey and ensures the team delivers a consultative, high-impact experience. Builds meaningful relationships with strategic accounts and partners.
Experience
- 10+ years in B2B sales, with 3+ years in a leadership or front-line management role
- Proven experience leading teams in high-growth tech or cybersecurity companies
- Deep understanding of enterprise sales cycles, channel ecosystems, and strategic account planning
- Consistent track record of team quota attainment and driving revenue growth in both new business and customer expansion
- Proven experience managing and operating within sales systems such as Salesforce, Clari, and other go-to-market platforms
Traits
- Empathetic Leader – Motivates with authenticity and emotional intelligence; builds trust across all levels of the team and organization.
- Grit & Resilience – Navigates setbacks with focus and determination; models perseverance during change or uncertainty.
- Strategic & Curious – Continuously asks “why” to improve performance and unlock opportunity. Thinks long-term while executing with urgency.
- Self-Aware – Understands their leadership style and impact. Adjusts approach to support the needs of different individuals and situations.
- Customer-Obsessed – Champions customer outcomes across the team and helps uncover value beyond the initial ask.
- Team Player – Collaborates seamlessly across functions, contributing to shared goals with humility and impact.
- Entrepreneurial – Takes ownership, leads with initiative, and navigates complexity with agility, thrives outside rigid structures and drives results without waiting for direction.
#LI-Remote
Why should you join Recorded Future? Recorded Future employees (or “Futurists”), represent over 40 nationalities and embody our core values of having high standards, practicing inclusion, and acting ethically. Our dedication to empowering clients with intelligence to disrupt adversaries has earned us a 4.6-star user rating on G2 and more than 50% of Fortune 100 companies as customers.
Want more info?
Blog & Podcast: Learn everything you want to know (and maybe some things you’d rather not know) about the world of cyber threat intelligence
Linkedin, Instagram & Twitter: What’s happening at Recorded Future
The Record: The Record is a cybersecurity news publication that explores the untold stories in this rapidly changing field
Timeline: History of Recorded Future
Recognition: Check out our awards and announcements
We are committed to maintaining an environment that attracts and retains talent from a diverse range of experiences, backgrounds and lifestyles. By ensuring all feel included and respected for being unique and bringing their whole selves to work, Recorded Future is made a better place every day.
If you need any accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to our recruiting team at [email protected]
Recorded Future is an equal opportunity and affirmative action employer and we encourage candidates from all backgrounds to apply. Recorded Future does not discriminate based on race, religion, color, national origin, gender including pregnancy, sexual orientation, gender identity, age, marital status, veteran status, disability or any other characteristic protected by law.
Recorded Future will not discharge, discipline or in any other manner discriminate against any employee or applicant for employment because such employee or applicant has inquired about, discussed, or disclosed the compensation of the employee or applicant or another employee or applicant.
Recorded Future does not administer a lie detector test as a condition of employment or continued employment. This is in compliance with the law of the Commonwealth of Massachusetts, and in alignment with our hiring practices across all jurisdictions.
Recorded Future maintains a drug-free workplace.
Note: Our interview process for all final-round candidates requires a mandatory in-person interview or a live, scheduled video conference with the hiring manager. We do not conduct interviews via instant messaging or text. All communications during the application process will come from individuals within our HR department via their Recorded Future email address.
Notice to Agency and Search Firm Representatives: Recorded Future will not accept unsolicited resumes from any source other than directly from a candidate. Any unsolicited resumes sent to Recorded Future, including those sent to our employees or through our website, will become the property of Recorded Future. Recorded Future will not be liable for any fees related to unsolicited resumes.
Agencies must have a valid written agreement in place with Recorded Future’s recruitment team and must receive written authorization before submitting resumes. Submissions made without such agreements and authorization will not be accepted and no fees will be paid.
