Expression of Interest - Account Executive - Expansion

Darktrace•Los Angeles, CA

3d•Remote

About The Position

While we may not have an immediate opening, we're building a pipeline of talented individuals interested in future Account Executive - Expansion. We're 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. As an Expansion Account Executive, you will be responsible for driving growth within existing customers - the core of our business. This role focuses on expanding adoption, increasing usage, and delivering net-new bookings within existing accounts through upsell, cross-sell, and renewals. Success in this role requires the ability to translate customer outcomes into expansion opportunities, aligning stakeholders around why to expand and why now. You will operate with strong account ownership, balancing growth, retention, and customer value, and orchestrating complex internal and external stakeholders to drive long-term account success. The ideal candidate is consultative, commercially driven, and highly organized, thriving in account planning, relationship building, and navigating multi-threaded environments. They bring a value-led mindset, using insight, data, and customer outcomes to drive expansion while protecting long-term retention.

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