Account Executive - Mid - market (toronto, Canada)

Mid-Market Account Executive

As a Mid-Market Account Executive, you will play a key role in driving new business growth within a local territory of Ontario, Canada focusing on net-new logo acquisition, strategic account expansion, and high-value deal execution. You will take ownership of the full sales cycle, from prospecting and lead generation to closing large, complex deals with mid-market customers. As an individual contributor, you will be expected to navigate complex sales cycles, engage C-level decision-makers, and drive revenue growth through consultative selling and value-based positioning of Darktrace's cybersecurity solutions. This role is hybrid, in the Toronto office three days per week. Must reside in local territory.

Key Duties & Responsibilities:

• Own and exceed quarterly and annual revenue targets by acquiring new customers and expanding existing relationships within your assigned territory.
• Proactively identify, engage, and develop net-new business opportunities through outbound prospecting, networking, and strategic account targeting.
• Manage complex, multi-stakeholder sales cycles, engaging executive decision-makers (CISOs, CTOs, CIOs) and security professionals to position Darktrace as a must-have solution.
• Develop and execute account strategies that drive long-term value and revenue growth.
• Independently lead sales negotiations, structure deals, and manage contract discussions to successful closure.
• Leverage deep industry knowledge to serve as a trusted advisor, helping prospects and customers navigate evolving cybersecurity challenges.
• Collaborate cross-functionally with Technical Account Managers, Cyber Threat Analysts, and Product teams to deliver compelling Proof of Values (POVs) and tailored solutions.
• Maintain an accurate pipeline and forecast in CRM, ensuring transparency and accountability for business objectives.
• Act as a mentor and leader within the sales team, sharing best practices and contributing to the overall sales strategy.

Qualifications & Experience:

• 2 - 5 years of closing experience, with a proven track record of consistently exceeding quota in a complex sales environment.
• Experience closing six-figure and seven-figure deals, preferably within the cybersecurity, SaaS, or enterprise software industry.
• Deep understanding of value-based selling and consultative sales techniques.
• Strong ability to engage and influence executive stakeholders, navigate procurement processes, and handle high-level negotiations.
• Track record of successfully hunting net-new business while also identifying expansion opportunities within existing accounts.
• Experience selling into highly regulated industries is a plus.
• Excellent communication, presentation, and relationship-building skills.
• Proficiency with CRM and sales enablement tools to manage pipeline and forecasting.
• Self-motivated, resilient, and competitive, with a strong drive to win in a fast-paced, high-growth environment.

Compensation Range OTE $200K-230K CAD

Benefits:

• 100% medical, dental and vision insurance, plus dependents
• Paid parental leave
• Life insurance
• Employee Assistance Program