Account Executive – Core Acquisition

This is a fully remote position, open to applicants in California.

📋 Description

• Identify and secure new business opportunities by targeting and acquiring net-new logos within the designated territory.

• Create and implement strategic sales initiatives aimed at enhancing market presence and surpassing revenue goals.

• Generate leads independently through focused outreach, networking, marketing efforts, and support from inside sales.

• Present Darktrace’s cybersecurity offerings to Chief Information Security Officers (CISOs), IT executives, and security specialists.

• Manage the complete sales process, from prospecting and qualifying leads to negotiating and finalizing agreements.

• Enhance account value by identifying and pursuing additional opportunities for Darktrace’s solutions.

• Collaborate with Solutions Engineers, Technical Account Managers, and Cyber Threat Analysts to provide customized demonstrations and Proof of Values.

• Ensure precise pipeline management through CRM tools and deliver consistent sales forecasts.

⛳️ Requirements

• Proven track record in full-cycle B2B new business sales, demonstrating success in closing net-new logos.

• Ability to develop a robust pipeline from the ground up, prospect into cold accounts, and maintain activity levels regardless of immediate outcomes.

• Experience selling to organizations with revenues up to $1B, along with an understanding of their purchasing dynamics and limitations.

• Strong skills in discovery and value-based selling.

• Capability to establish credibility at the executive level and effectively communicate with both technical and non-technical stakeholders.

• Proficient in handling objections, negotiation, and maneuvering through complex or ambiguous sales processes.

• Strong judgment and discipline, particularly in pipeline management, forecasting, and deal qualification.

• Familiarity with cybersecurity, SaaS, or technical solutions.

• Excellent collaboration skills with experience working across cross-functional teams and partner channels.

• The ideal candidate will reside in or be within commuting distance to the California Bay Area.

🏝️ Benefits

• Comprehensive medical, dental, and vision insurance, including coverage for dependents.

• Paid parental leave.

• Pet insurance.

• Discounted life insurance.

• Commuter benefits.

• 401(k) plan.

• Employee Assistance Program.