Mid-Market Account Executive

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 an Account Executive, you will manage client relationships and sales activities within a specified territory. ( Iowa, Nebraska, and Kansas). Your responsibilities will include identifying new business opportunities, maintaining existing accounts, and achieving sales targets. This role demands strong communication and negotiation skills to present solutions that meet client needs. You will create proposals, coordinate with cross-functional teams, and ensure customer satisfaction. An Account Executive will have a solid understanding of the market, be results-driven, and demonstrate excellent organizational abilities.

Key Duties & Responsibilities

• Achieve quarterly revenue targets through the acquisition of new accounts and maintenance of existing accounts within your assigned territory.
• Identify, develop, and qualify leads; self-sourcing efforts will be supplemented by regional support from Marketing, Inside Sales, and Channel teams.
• Present and demonstrate Darktrace cyber threat defense solutions to information security experts and C-level executives.
• Create proposals and negotiate contracts to meet client needs.
• Coordinate with cross-functional teams, including Darktrace Subject Matter Experts, Technical Account Managers, and Cyber Threat Analysts, to deliver tailored solutions and Proof of Values (POVs) to prospective customers.
• Monitor market trends to advise clients strategically, aiming to drive sales growth and customer satisfaction.
• Act as a mentor to less experienced team members, sharing best practices and helping them develop their skills.
  
  

Qualifications & Experience

• At least three years of outbound B2B sales experience selling complex software; past success selling into a highly regulated market is strongly preferred.
• Intermediate knowledge of cybersecurity concepts and the ability to explain how Darktrace products mitigate security challenges.
• Ability to independently use a value-based approach to propose solutions that cater to customer-specific security needs.
• Strong communication and presentation skills, with the ability to explain complex cybersecurity concepts to diverse stakeholders.
• Proven ability to build and maintain relationships with decision-makers, creating trust through consistent interaction and understanding of mutual goals.
• Skilled in negotiation and closing, able to manage typical objections and close standard deals.
• Proficient in using CRM and sales tools to manage customer interactions and sales processes independently.
• Demonstrates resilience and persistence by handling moderate challenges effectively and showing determination to meet objectives.
• Hybrid work model 3 days in the Austin Office.
• OTE Range $180,000 - $200,000
  
  

Benefits

• 100% medical, dental and vision insurance, plus dependents
• Paid parental leave
• Pet insurance Discount
• Life insurance
• Commuter benefits
• 401(k)
• Employee Assistance Program