Account Executive

🔥 23 hours ago

🇸🇪 Sweden – Remote

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

👻 Ghost score 10%

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Darktrace

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2013

🔒 Cybersecurity

🤖 Artificial Intelligence

💰 Post-IPO Secondary - Darktrace on 2020-03

Cybersecurity • Artificial Intelligence

Darktrace is an AI-native cybersecurity company that delivers autonomous detection and response across network, email, cloud, endpoint, OT and identity environments. Its ActiveAI Security Platform uses self-learning machine learning models that learn an organization’s unique normal to spot novel and subtle threats, provide real-time detection, and take targeted autonomous actions to contain attacks. Darktrace serves enterprises and organizations worldwide with cloud-native, AI-driven security products, threat investigations, incident readiness services, and integrations for comprehensive cyber resilience.

📋 Description

• Own commercial performance across an assigned mid-market territory and portfolio of existing customers • Drive net-new logo acquisition, upsell, cross-sell and renewal outcomes • Build and execute territory and account plans • Prioritise activity based on revenue potential, customer value, deal quality and progression likelihood • Manage the full sales cycle from prospecting and opportunity identification through qualification and closing • Work with reseller and MSSP channels to generate, develop, qualify and close opportunities • Lead consultative discovery focused on customer environment, priorities, risk, outcomes and requirements • Develop business cases, proposals and mutual action plans • Handle objections and negotiate while protecting value, pricing integrity and customer trust • Identify, prospect and develop new mid-market opportunities through outbound, inbound, partner and event-led activity • Build new-logo pipeline and maintain disciplined qualification • Expand adoption across users, use cases, products, business units and geographies • Partner with Renewals and Customer Success on renewal strategy and customer risk • Maintain pipeline, forecasts, CRM data, account records, activity tracking and commercial reporting • Translate complex technical concepts into business value • Define success criteria and lead Proof of Value activities • Partner with SDRs, Marketing, Channel, Customer Success, Renewals, Sales Engineering and technical teams • Coordinate demonstrations, technical validation, handovers and customer experience • Participate in account reviews and QBRs

🎯 Requirements

• Fluent in Swedish and English, spoken and written • Proven success in full-cycle B2B sales, including closing new-logo business and growing existing customer accounts • Ability to balance acquisition, expansion and renewal priorities within a defined territory or portfolio • Experience selling into mid-market organisations and understanding their buying dynamics, resources and commercial constraints • Strong prospecting and pipeline-generation capability, including creating opportunities in cold accounts • Strong consultative discovery and value-selling skills • Experience identifying and closing upsell and cross-sell opportunities while supporting successful renewals • Ability to establish executive-level credibility and build relationships across technical, business, financial and senior stakeholders • Commercial judgment across qualification, negotiation, pricing, forecasting and deal progression • Disciplined account and territory planning, strong organisation, and ability to manage multiple opportunities and timescales • Working knowledge of cybersecurity, SaaS or technical solutions • Proven ability to collaborate across sales development, marketing, partners, customer success, renewals and technical teams • Resilient, adaptable and accountable in a target-driven, high-growth and sometimes ambiguous environment

🏖️ Benefits

• Investment in skills, learning and career development opportunities • Equal opportunity employment • Reasonable accommodations for qualified individuals with disabilities

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