Account Executive

Darktrace is a global leader in AI-driven cybersecurity, helping organizations stay ahead of evolving threats every day.

Darktrace was built on a genuinely differentiated idea: that Adaptive AI could detect and respond to novel, real-time cyber threats. That approach matters more than ever in the era of AI.  Today, our customers depend on us to stay ahead.

At Darktrace, we are energized by that responsibility.  We work across teams and rally around a shared goal. We own outcomes end to end - step in, step up and see things through without waiting to be asked.   We make decisions with urgency, say the hard thing, and hold each other to high standards with care and directness. We move first and learn fast anticipating where our customers are going next, continuously challenging ourselves.  

We invest in the skills, learning and opportunities that help people deliver at the level their roles demand, and reward the aptitude and curiosity to grow beyond them. 

Our Values: Own It | Win as One | Raise Our Bar | Move First. Learn Fast 

Job Description:

As an Acquisition Account Executive, you will be responsible for driving net-new customer acquisition within the mid-market segment (organisations typically under $1B in revenue)—the core of our business. This role is focused on creating pipeline, opening new accounts, and closing new business.

Success in this role requires the ability to generate demand, establish credibility quickly with new prospects, and guide customers through complex and often ambiguous buying processes. You will operate with a high degree of ownership over your territory, consistently building momentum through proactive prospecting and disciplined execution.

The ideal candidate thrives in early-stage sales, demonstrates resilience, curiosity, and urgency, and is energised by prospecting, competition, and solving hard problems. They are comfortable engaging senior decision-makers without prior relationships, leading with insightful discovery and value-based conversations, and turning skepticism into customer conviction.

This position will be based remotely in Vienna, Austria. Please submit your CV in English.

What will I be doing:

New Business Acquisition & Territory Ownership

• Own and drive net-new logo acquisition across an assigned mid-market territory
• Proactively identify, prospect, and develop new business opportunities through outbound and inbound activity
• Take full accountability for pipeline creation, territory performance, and target attainment

Full-Cycle Sales Execution

• Manage the entire sales cycle (360°) from prospecting through close
• Lead discovery conversations focused on customer risk, environment, and business priorities
• Tailor messaging and solutions based on customer needs and insights gathered
• Develop proposals, handle objections, negotiate effectively, and close new business

Pipeline Generation & Management

• Build and sustain a consistent, high-quality pipeline through disciplined prospecting
• Maintain strong pipeline coverage while actively progressing deals
• Apply rigorous qualification standards and protect deal quality and pricing integrity
• Maintain accurate forecasting, reporting, and CRM hygiene

Customer Engagement & Value Selling

• Engage senior stakeholders (e.g., CISOs, CIOs, IT leaders) with credibility and clarity from first interaction
• Translate complex technical concepts into clear business value and outcomes
• Position solutions within the customer’s environment and competitive landscape
• Build trust quickly through strong communication, curiosity-led discovery, and practical insights

Proof of Value (POV) & Deal Progression

• Define clear success criteria tied to customer outcomes before POVs
• Lead POVs and demonstrations as decision-driving milestones, not just technical exercises
• Maintain momentum across long or non-linear buying cycles, driving toward clear decisions

Cross-Functional Collaboration

• Partner closely with SDRs, Marketing, Channel, and technical teams to generate and progress opportunities
• Collaborate with internal experts to deliver compelling demonstrations and technical validation
• Leverage events, partners, and creative outreach to expand reach into new accounts

What experience do I need:

• Fluent in German & English
• Proven success in full-cycle B2B new business sales, with a strong track record of closing net-new logos
• Demonstrated ability to build pipeline from scratch, prospect into cold accounts, and sustain activity regardless of short-term results
• Experience selling into mid-market organisations (≤ $1B revenue) with an understanding of their buying dynamics and constraints
• Strong discovery and value-selling skills, with the ability to ask insightful questions, uncover customer priorities, and align solutions to business outcomes
• Ability to establish executive-level credibility early, communicating effectively with both technical and non-technical stakeholders
• Skilled in objection handling, negotiation, and navigating complex or ambiguous sales cycles with resilience and persistence
• Track record of operating in target-driven, high-growth environments, maintaining focus and momentum even in the face of rejection or long deal cycles
• Solid commercial judgment and discipline, including pipeline management, forecasting, and deal qualification
• Working knowledge of cybersecurity, SaaS, or technical solutions, with the ability to position offerings within a broader ecosystem
• Strong collaboration skills, with experience working across cross-functional teams and partner channels
• Proficiency with CRM and sales tools, with a structured and organised approach to managing territory and pipeline

As a growing business strengthening its governance and controls, this role plays a part in supporting high standards of integrity and accountability. 

Darktrace is an Equal Opportunity Employer. We consider all qualified applicants for employment without regard to race, color, religion, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity or expression, national origin, age, disability, genetic information, marital status, veteran or military status, or any other characteristic protected by applicable federal, state, or local law.

Darktrace is committed to providing reasonable accommodations to qualified individuals with disabilities in accordance with applicable laws. If you require a reasonable accommodation to participate in the application or interview process, please contact your Talent Partner.