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 Job Description As an Account Executive Mid Market, you will be responsible for driving net-new business within a defined territory. Your primary focus will be hunting new logos, expanding market share, and maximizing revenue growth. You will proactively identify and engage new prospects, develop strategic account plans, and close high-value deals. This role requires a self‑starter with strong sales acumen, capable of positioning Darktrace solutions to C-level executives and security professionals. You will own the full sales cycle, from prospecting to closing, while also identifying upsell opportunities within your territory to maximize customer lifetime value. Key Duties & Responsibilities Drive new business acquisition by identifying and closing net-new logo opportunities within your assigned territory. Develop and execute strategic sales plans to expand market presence and exceed revenue targets. Self‑generate leads through targeted outreach, networking, and leveraging marketing and inside sales support. Engage and present Darktrace’s cybersecurity solutions to key stakeholders, including CISOs, IT leaders, and security professionals. Own the sales cycle end-to-end, from prospecting and qualifying leads to negotiating and closing deals. Upsell and expand within accounts by identifying additional opportunities for Darktrace’s solutions. Collaborate cross-functionally with technical teams, including Subject Matter Experts, Technical Account Managers, and Cyber Threat Analysts, to deliver tailored demos and Proof of Value. Maintain accurate pipeline management using CRM tools and provide regular sales forecasts. Qualifications & Experience 3+ years of outbound B2B sales experience with a proven track record of acquiring net-new customers and exceeding quotas. Experience selling complex software solutions, preferably in cybersecurity or highly regulated industries. Strong ability to drive high‑velocity sales cycles, handle objections, and close deals independently. Proficiency in value‑based selling and articulating how Darktrace solutions solve specific security challenges. Excellent communication, presentation, and negotiation skills, with the ability to engage executive stakeholders. Experience managing a defined territory and building a sustainable pipeline of new business opportunities. Prior experience building out partner relationships through the channel. Comfortable using CRM and sales tools to manage opportunities and track customer engagement. Experience having sold through the Channel preferred. OTE ranges from $90,000 – $110,000 depending on experience. Benefits 100% medical, dental and vision insurance, plus dependents Paid parental leave Pet insurance discount Life insurance Commuter benefits 401(k) Employee Assistance Program #J-18808-Ljbffr