Account Executive - Mid-Market

Darktrace is a global leader in AI for cybersecurity that keeps organizations ahead of the changing threat landscape every day. Founded in 2013, Darktrace provides the essential cybersecurity platform protecting nearly 10,000 organizations from unknown threats using its proprietary AI. The Darktrace Active AI Security Platform™ delivers a proactive approach to cyber resilience to secure the business across the entire digital estate – from network to cloud to email. Breakthrough innovations from our R&D teams have resulted in over 200 patent applications filed. Darktrace’s platform and services are supported by over 2,400 employees around the world. To learn more, visit http://www.darktrace.com.

Job Description:

As a Account Executive-Mid Market, you will play a key role in driving new business growth within a defined territory. You will need to live in the terriotry and curently we are seeking candiates from LA, focusing on net-new logo acquisition, strategic account expansion, and high-value deal execution. You will take ownership of the full sales cycle, from prospecting and lead generation to closing large, complex deals with enterprise and mid-market customers. As a senior-level individual contributor, you will be expected to navigate complex sales cycles, engage C-level decision-makers, and drive revenue growth through consultative selling and value-based positioning of Darktrace’s cybersecurity solutions. Hybrid (3) days in office.

Key Duties & Responsibilities

• Own and exceed quarterly and annual revenue targets by acquiring new customers and expanding existing relationships within your assigned territory.
• Proactively identify, engage, and develop net-new business opportunities through outbound prospecting, networking, and strategic account targeting.
• Manage complex, multi-stakeholder sales cycles, engaging executive decision-makers (CISOs, CTOs, CIOs) and security professionals to position Darktrace as a must-have solution.
• Develop and execute account strategies that drive long-term value and revenue growth.
• Independently lead sales negotiations, structure deals, and manage contract discussions to successful closure.
• Leverage deep industry knowledge to serve as a trusted advisor, helping prospects and customers navigate evolving cybersecurity challenges.
• Collaborate cross-functionally with Technical Account Managers, Cyber Threat Analysts, and Product teams to deliver compelling Proof of Values (POVs) and tailored solutions.
• Maintain an accurate pipeline and forecast in CRM, ensuring transparency and accountability for business objectives.
• Act as a mentor and leader within the sales team, sharing best practices and contributing to the overall sales strategy.

Qualifications & Experience

• 3+ years of outbound B2B sales experience, with a proven track record of consistently exceeding quota in a complex sales environment.
• Experience closing six-figure and seven-figure deals, preferably within the cybersecurity, SaaS, or enterprise software industry.
• Deep understanding of value-based selling and consultative sales techniques.
• Strong ability to engage and influence executive stakeholders, navigate procurement processes, and handle high-level negotiations.
• Track record of successfully hunting net-new business while also identifying expansion opportunities within existing accounts.
• Experience selling into highly regulated industries is a plus.
• Excellent communication, presentation, and relationship-building skills.
• Proficiency with CRM and sales enablement tools to manage pipeline and forecasting.
• Self-motivated, resilient, and competitive, with a strong drive to win in a fast-paced, high-growth environment.

Compensation range: OTE: $200K - $230K 50/50 split

Benefits:

• 100% medical, dental and vision insurance, plus dependents

• Paid parental leave

• Pet insurance Discount

• Life insurance

• Commuter benefits

• 401(k)

• Employee Assistance Program