Account Executive

Darktrace is a global leader in AI-driven cybersecurity, helping organizations stay ahead of evolving threats every day.
Darktrace was built on a genuinely differentiated idea: that Adaptive AI could detect and respond to novel, real-time cyber threats. That approach matters more than ever in the era of AI.  Today, our customers depend on us to stay ahead.
At Darktrace, we are energized by that responsibility.  We work across teams and rally around a shared goal. We own outcomes end to end - step in, step up and see things through without waiting to be asked.   We make decisions with urgency, say the hard thing, and hold each other to high standards with care and directness. We move first and learn fast anticipating where our customers are going next, continuously challenging ourselves.
We invest in the skills, learning and opportunities that help people deliver at the level their roles demand, and reward the aptitude and curiosity to grow beyond them.
Our Values: Own It | Win as One | Raise Our Bar | Move First. Learn Fast

Job Description:

This is an exciting opportunity to take ownership of a mid-market territory where no two conversations look the same. As a Account Executive, you will win new customers while helping existing accounts realise more value through upsell, cross-sell and renewal activity.

You will combine the energy of new-business acquisition with the strategic thinking required to grow and retain a customer portfolio. From opening a cold account to building a value-led expansion case, you will have the scope to influence the entire commercial relationship.

Amsterdam | Hybrid working: 2-3 days per week in the office. Please submit your application in English.

What will I be doing:

- Own commercial performance across an assigned portfolio of mid-market prospects and customers.

- Create and close new-logo opportunities through outbound prospecting, inbound demand, partners and events.

- Identify and execute upsell and cross-sell opportunities across products, use cases, users, business units and geographies.

- Work closely with Customer Success and Renewals to support renewal strategy, address risk and protect long-term customer value.

- Working with the reseller and MSSP channel to generate, develop, qualify and close opportunities.

- Lead the full sales cycle, including discovery, qualification, business cases, proposals, Proof of Value, negotiation and close.

- Build territory and account plans that prioritise the strongest opportunities, whitespace and stakeholder relationships.

- Engage and multi-thread across technical, business, financial and executive stakeholders.

- Maintain a healthy, balanced pipeline with clear next steps, accurate forecasting and strong CRM discipline.

- Partner with SDRs, Marketing, Channel, Sales Engineering, Customer Success and Renewals to deliver a consistent customer experience.

What experience do I need:

- Fluent in both Dutch and English.

- Proven success in full-cycle B2B sales, including closing new-logo business and growing existing customer accounts.

- Experience selling to mid-market organisations and navigating their buying processes and commercial priorities.

- A strong prospecting mindset, with the confidence and resilience to create opportunities in cold accounts.

- Consultative discovery and value-selling skills, with the ability to connect customer priorities to measurable outcomes.

- Experience identifying and closing upsell and cross-sell opportunities and contributing to successful renewals.

- Commercial judgement across qualification, negotiation, pricing, forecasting and deal progression.

- The ability to build credibility with senior stakeholders and communicate technical concepts as clear business value.

- Experience in cybersecurity, SaaS or another technical solution environment is advantageous.

- A collaborative, accountable approach and the organisation to manage different deal types and timescales.

As a growing business strengthening its governance and controls, this role plays a part in supporting high standards of integrity and accountability.

Darktrace is an Equal Opportunity Employer. We consider all qualified applicants for employment without regard to race, color, religion, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity or expression, national origin, age, disability, genetic information, marital status, veteran or military status, or any other characteristic protected by applicable federal, state, or local law.
Darktrace is committed to providing reasonable accommodations to qualified individuals with disabilities in accordance with applicable laws. If you require a reasonable accommodation to participate in the application or interview process, please contact your Talent Partner.