Expression of Interest - Account Executive - Expansion

Darktrace•Los Angeles, CA

3d•$200,000 - $250,000•Remote

About The Position

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. This is an Expression of Interest for future Account Executive - Expansion roles in the Los Angeles Region, including Inland Empire and Orange County. While there may not be an immediate opening, Darktrace is building a pipeline of talented individuals interested in these future opportunities. We are always looking to connect with exceptional customer-focused cybersecurity professionals across WEST regions who are passionate about helping organizations maximize the value of their security investments.

Requirements

Proven success in B2B expansion, upsell, or account management sales roles, with a track record of driving growth and renewals within existing accounts
Experience managing and growing customer accounts (≤ $1B revenue), with an understanding of stakeholder dynamics and buying processes
Strong consultative selling and discovery skills, with the ability to uncover new opportunities within existing customers and align them to business outcomes
Demonstrated ability to multi-thread across stakeholders, build internal alignment, and maintain deal momentum even in complex account environments
Commercial acumen with strength in negotiation, value articulation, and protecting pricing integrity
Disciplined in account planning, pipeline management, and forecasting, with strong attention to detail and organizational skills
Strong communication and presentation skills, with the ability to clearly explain technical concepts and business value to diverse audiences
Working knowledge of cybersecurity, SaaS, or technical solutions, and the ability to position offerings within a customer’s broader environment
Proven ability to operate in cross-functional environments, partnering with Customer Success and technical teams to drive outcomes and growth
Resilient and adaptable, with the ability to manage competing priorities, navigate ambiguity, and balance growth with retention and customer trust

Responsibilities

Own and drive upsell, cross-sell, and renewal opportunities across an assigned book of accounts
Build and execute account plans including whitespace, stakeholders, adoption, and risks
Manage the end-to-end expansion cycle, from opportunity identification through close and renewal
Conduct consultative discovery to identify what has changed, what is underutilized, and where value can be increased
Develop business cases and proposals aligned to customer outcomes. Lead negotiations while maintaining value and minimizing discounting
Build trusted relationships with existing stakeholders and expand influence across the buying group
Engage multiple stakeholders (technical, business, financial, executive) to drive alignment and decision-making
Translate adoption, usage data, and outcomes into compelling expansion narratives
Lead POVs and use-case expansions that demonstrate real value and drive decisions
Partner closely with Customer Success, Sales Engineering, Renewals, and partners to deliver a seamless customer experience