Account Director, Cyber & Threat Intel

Accountabilities:

• Own the full sales cycle: Manage new and existing customer opportunities from initial engagement and discovery through demonstrations, trials, negotiations, and close, including complex six- and seven-figure deals.
• Develop strategic accounts: Build relationships with key stakeholders across assigned accounts, identifying business priorities, mission applications, budget owners, decision-makers, influencers, and internal processes.
• Drive customer adoption: Lead efforts to integrate blockchain intelligence into customer workflows and develop a deep understanding of how customers use data and technology to achieve their objectives.
• Build territory strategy: Create and execute strategic plans that support revenue and retention goals while identifying and pursuing new growth opportunities across the territory.
• Expand customer relationships: Develop programs for referrals, renewals, upsells, cross-sells, and expansions while maintaining strong long-term relationships with existing customers.
• Develop subject-matter expertise: Build deep knowledge of cybersecurity, threat intelligence, customer verticals, and relevant use cases to strengthen product demonstrations, trials, advisory sessions, and innovation workshops.
• Champion customer feedback: Proactively collect customer insights, identify recurring needs and opportunities, and communicate actionable feedback to internal product and business teams.
• Build customer advocacy: Develop a strong network of satisfied customers who can provide referrals, champion the solution, and contribute valuable feedback.
• Collaborate cross-functionally: Work effectively with internal teams and stakeholders at all levels to coordinate customer initiatives, solve complex problems, and deliver outcomes.
• Operate with urgency: Manage a high volume of rapidly developing accounts while adapting quickly to changing priorities, market conditions, and customer needs.

Requirements:

• Sales experience: 8+ years of experience selling SaaS products, or 4+ years combined with deep customer-domain and mission expertise and a consulting background.
• Cybersecurity expertise: Experience with cybersecurity and threat intelligence products, particularly their applications within financial networks.
• Industry knowledge: Strong understanding of cybersecurity organizations, including their workflows, procurement processes, decision-making structures, and operating models.
• Enterprise selling: Demonstrated ability to navigate complex sales cycles and establish credibility with senior executives and other influential stakeholders.
• Consultative approach: Ability to understand customer challenges, identify meaningful use cases, and develop compelling value propositions that connect solutions to business or mission outcomes.
• Communication and storytelling: Exceptional presentation, listening, written, and verbal communication skills, with the ability to explain complex ideas clearly and persuasively.
• Account management: Ability to manage a large volume of accounts simultaneously while maintaining strong relationships and identifying opportunities for expansion.
• Customer orientation: Genuine enthusiasm for developing meaningful client relationships, improving customer outcomes, uncovering new use cases, and building customer advocacy.
• Adaptability: Comfortable working in a fast-moving environment where goals and priorities can change quickly.
• Autonomy and ownership: A self-directed approach with the ability to take responsibility for outcomes, move quickly, and execute with limited oversight.
• Collaboration: Strong cross-functional skills and the ability to work effectively with colleagues and stakeholders across different levels and functions.
• AI fluency: Ability and willingness to use AI to accelerate workflows, structure and solve problems, improve output quality, and increase personal effectiveness.

Benefits:

• Competitive compensation: Compensation is determined based on factors including qualifications, experience, location, and market conditions.
• Equity: Opportunity to participate in company equity as part of the overall compensation package.
• Remote-first work: Distributed-first working environment for employees across North America.
• Mission-driven work: Opportunity to contribute to technology addressing cybersecurity, financial crime, national security, and threat intelligence challenges.
• High ownership: An environment that rewards initiative, urgency, experimentation, accountability, and measurable impact.
• Professional growth: Exposure to complex enterprise customers, emerging AI applications, cybersecurity, blockchain intelligence, and rapidly evolving market challenges.
• Collaborative culture: Close collaboration across teams with frequent communication, feedback, and opportunities to influence strategy.
• Inclusive workplace: Commitment to reasonable accommodations and an inclusive environment welcoming individuals with diverse backgrounds, experiences, and perspectives.