Key Account Director

Darktrace•California, MD

40d•$320,000 - $340,000•Hybrid

About The Position

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: This is a hunter-focused role, primarily responsible for generating net new business within a portfolio of approximately 50 strategic enterprise prospects and customers. You will collaborate closely with a dedicated support team-including an SDR, Sales Engineer, and Channel Manager-to uncover opportunities, map account structures, and strengthen relationships with key stakeholders. As a senior member of the sales team, you will be expected to navigate complex enterprise environments, influence executive decision-makers, and drive strategic outcomes across multiple business units. Ideal candidate would reside in San Francisco area. If local to an office, would require Hybrid - 3 days a week in office.

Requirements

Gritty, target-driven mindset with a passion for hunting and closing new business.
Minimum of 5 years of full-cycle B2B sales experience in a technical solution environment.
Proven experience in cybersecurity sales is required.
Channel sales experience is strongly preferred.
Demonstrated success managing long sales cycles with average deal sizes of $500K+ and annual quotas exceeding $1M.
Expertise in sales forecasting and execution using a structured methodology (e.g., MEDDPICC).
Experience managing global or multi-regional enterprise accounts is a plus.
Strong communication and executive presence with the ability to build and maintain influential, long-term business relationships.

Responsibilities

Drive revenue growth through new business acquisition and upsell opportunities within a defined territory, targeting a named account list of companies with revenues ranging from $1B to $5B+.
Build and maintain a robust sales pipeline through proactive outbound prospecting, strategic partnerships with regional channel partners, and close collaboration with the marketing team.
Deliver compelling presentations and product demonstrations of Darktrace's cyber threat defense solutions to both technical stakeholders and C-level executives.
Lead and coordinate Proof of Value (POV) engagements in partnership with Darktrace Subject Matter Experts, Technical Solution Engineers, and Cyber Threat Analysts.
Influence enterprise-wide buying decisions by engaging with senior executives, including CISOs, CIOs, and other key stakeholders.
Collaborate cross-functionally with internal teams such as product, legal, and customer success to ensure seamless onboarding and long-term customer value.
Represent Darktrace at industry events, conferences, and executive briefings, contributing to thought leadership and market visibility.