Senior 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 a Senior Account Executive, you will play a key role in driving new business growth within a defined territory, 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.

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

• 5+ 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: $240,000 - $280,000 OTC CAD 50/50 split

Benefits:

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

• Paid parental leave

• Life insurance

• Employee Assistance Program

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.