Expansion Account Executive

🔥 0 minutes ago

🏈 Ohio, Michigan, +1 more states – Remote

🏈 Ohio – Remote 🚗 Michigan – Remote 🧀 Wisconsin – Remote

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

👻 Ghost score 10%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

Apply Now

Find Similar Remote Jobs

Set Up Email Alert For New Jobs

📊 Check your resume score for this job

Improve your chances of getting an interview by checking your resume score before you apply.

Upload Resume

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 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 technical, business, financial, and executive stakeholders to drive alignment and decision-making • Translate adoption, usage data, and outcomes into compelling expansion narratives • Lead POVs and use-case expansions that demonstrate value and drive decisions • Partner with Customer Success, Sales Engineering, Renewals, and partners to deliver a seamless customer experience

🎯 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 • Ability to uncover new opportunities within existing customers and align them to business outcomes • Ability to multi-thread across stakeholders, build internal alignment, and maintain deal momentum in complex account environments • Commercial acumen with strength in negotiation, value articulation, and protecting pricing integrity • Discipline in account planning, pipeline management, and forecasting • Strong attention to detail and organizational skills • Strong communication and presentation skills • Ability to explain technical concepts and business value to diverse audiences • Working knowledge of cybersecurity, SaaS, or technical solutions • Ability to position offerings within a customer’s broader environment • Ability to operate in cross-functional environments, partnering with Customer Success and technical teams • Resilient and adaptable, with ability to manage competing priorities, navigate ambiguity, and balance growth with retention and customer trust

🏖️ Benefits

• 100% medical, dental and vision insurance, plus dependents • Paid parental leave • Pet insurance Discount • Life insurance • Commuter benefits • 401(k) • Employee Assistance Program • Equal Opportunity Employer • Reasonable accommodations for qualified individuals with disabilities