Job Description:Job Summary:
As a Core Account Executive (Acquisition), you will be responsible for driving net-new business within a defined territory, in Los Angeles or Orange County. Your primary focus will be hunting new logos, expanding market share, and maximizing revenue growth. This role focuses on accounts up to $1B in size, with responsibility for managing and closing new customers. It 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 for a period to maximize customer lifetime value.
Key Duties & Responsibilities: - Develop and execute strategic sales plans to expand market presence and exceed revenue targets.
- Self-generate leads through targeted outreach, networking, and leveraging marketing and inside sales support.
- Engage and present Darktrace's cybersecurity solutions to key stakeholders, including CISOs, IT leaders, and security professionals.
- Own the sales cycle end-to-end, from prospecting and qualifying leads to negotiating and closing deals.
- Upsell and expand within accounts by identifying additional opportunities for Darktrace's solutions.
- Collaborate cross-functionally with technical teams, including Solutions Engineers, Technical Account Managers, and Cyber Threat Analysts, to deliver tailored demos and Proof of Values (POVs).
- Maintain accurate pipeline management using CRM tools and provide regular sales forecasts.
- Drive new business acquisition by identifying and closing net-new logo opportunities within your assigned territory.
Experience & Qualifications: - Proven success in full-cycle B2B new business sales, with a strong track record of closing net-new logos
- Demonstrated ability to build pipeline from scratch, prospect into cold accounts, and sustain activity regardless of short-term results
- Experience selling into organizations (≤ $1B revenue) with an understanding of their buying dynamics and constraints
- -Strong discovery and value-selling skills, with the ability to ask insightful questions, uncover customer priorities, and align solutions to business outcomes
- Ability to establish executive-level credibility early, communicating effectively with both technical and non-technical stakeholders
- Skilled in objection handling, negotiation, and navigating complex or ambiguous sales cycles with resilience and persistence
- -Solid judgment and discipline, including pipeline management, forecasting, and deal qualification
- Working knowledge of cybersecurity, SaaS, or technical solutions, with the ability to position offerings within a broader ecosystem
- Strong collaboration skills, with experience working across cross-functional teams and partner channels
Compensation range: $220,000 - $278,000 OTC 50/50 split
Benefits:- 100% medical, dental and vision insurance, plus dependents
- Paid parental leave
- Pet insurance Discount
- Life insurance
- Commuter benefits
- 401(k)
- Employee Assistance Program
As a growing business strengthening its governance and controls, this role plays a part in supporting high standards of integrity and accountability.
