Account Executive

Account Executive Mid-Market

As an Account Executive Mid-Market, you will be responsible for driving net-new business within a defined territory (Orlando and North Florida). You must live in territory. The role is Hybrid 3 days if you live in Miami. Your primary focus will be hunting new logos, expanding market share, and maximizing revenue growth. You will proactively identify and engage new prospects, develop strategic account plans, and close high-value deals. This role requires a self-starter with strong sales acumen, capable of positioning Darktrace solutions to C-level executives and security professionals. You will own the full sales cycle, from prospecting to closing, while also identifying upsell opportunities within your territory to maximize customer lifetime value. This role requires a heavy amount of relationship development and market positioning. This role also required complete ownership of ones business (full sales cycle to indirectly managing company resources).

Key Duties & Responsibilities:

• Achieve quarterly revenue targets through the acquisition of new accounts and maintenance of existing accounts within your assigned territory.
• Identify, develop, and qualify leads; self-sourcing efforts will be supplemented by regional support from Marketing, Inside Sales, and Channel teams.
• Present and demonstrate Darktrace cyber threat defense solutions to information security experts and C-level executives.
• Create proposals and negotiate contracts to meet client needs.
• Coordinate with cross-functional teams, including Darktrace Subject Matter Experts, Technical Account Managers, and Cyber Threat Analysts, to deliver tailored solutions and Proof of Values (POVs) to prospective customers.
• Monitor market trends to advise clients strategically, aiming to drive sales growth and customer satisfaction.
• Act as a mentor to less experienced team members, sharing best practices and helping them develop their skills.

Qualifications & Experience:

• At least three (3) - five (5) years of outbound B2B sales experience selling complex software; past success selling into a highly regulated market is strongly preferred.
• Intermediate knowledge of cybersecurity concepts and the ability to explain how Darktrace products mitigate security challenges.
• Ability to independently use a value-based approach to propose solutions that cater to customer-specific security needs.
• Strong communication and presentation skills, with the ability to explain complex cybersecurity concepts to diverse stakeholders.
• Proven ability to build and maintain relationships with decision-makers, creating trust through consistent interaction and understanding of mutual goals.
• Skilled in negotiation and closing, able to manage typical objections and close standard deals.
• Proficient in using CRM and sales tools to manage customer interactions and sales processes independently.
• Demonstrates resilience and persistence by handling moderate challenges effectively and showing determination to meet objectives.

Compensation: $230K OTE 50/50 DOE

Benefits:

• 100% medical, dental and vision insurance, plus dependents
• Paid parental leave
• Pet insurance discount
• Life insurance
• Commuter benefits
• 401(k)
• Employee Assistance Program