Account Executive - Core Acquisition

About the role

As a Core Account Executive (Acquisition), you will be responsible for driving net-new business within the Silicon Valley. Your primary focus will be hunting new logos, expanding market share, and maximizing revenue growth. This role focuses on accounts up to $1B in size, with responsibility for managing and closing new customers. It 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 to maximize customer lifetime value. The ideal candidate will live in or within driving distance of the California Bay Area.

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 Solutions Engineers, Technical Account Managers, and Cyber Threat Analysts, to deliver tailored demos and Proof of Values (POVs).
• Maintain accurate pipeline management using CRM tools and provide regular sales forecasts.

Qualifications

• 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 organizations (≤ $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.
• Solid 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.

Pay

Compensation Range: $200,000 - $250,000 OTC 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