Account Executive - Acquisition

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 D escription :

As an Acquisition Account Executive, you will be responsible for driving net-new customer acquisition within the mid-market segment (organisations typically under $1B in revenue) - the core of our business. This role is focused on creating pipeline, opening new accounts, and closing new business.

Success in this role requires the ability to generate demand, establish credibility quickly with new prospects, and guide customers through complex and often ambiguous buying processes. You will operate with a high degree of ownership over your territory, consistently building momentum through proactive prospecting and disciplined execution.

The ideal candidate thrives in early-stage sales, demonstrates resilience, curiosity, and urgency , and is energised by prospecting, competition, and solving hard problems. They are comfortable engaging senior decision-makers without prior relationships, leading with insightful discovery and value-based conversations , and turning skepticism into customer conviction.

What will I be doing:

New Business Acquisition & Territory Ownership

Own and drive net-new logo acquisition across an assigned mid-market territory

Proactively identify, prospect, and develop new business opportunities through outbound and inbound activity

Take full accountability for pipeline creation, territory performance, and target attainment

Full-Cycle Sales Execution

Manage the entire sales cycle (360°) from prospecting through close

Lead discovery conversations focused on customer risk, environment, and business priorities

Tailor messaging and solutions based on customer needs and insights gathered

Develop proposals, handle objections, negotiate effectively, and close new business

Pipeline Generation & Management

Build and sustain a consistent, high-quality pipeline through disciplined prospecting

Maintain strong pipeline coverage while actively progressing deals

Apply rigorous qualification standards and protect deal quality and pricing integrity

Maintain accurate forecasting, reporting, and CRM hygiene

Customer Engagement & Value Selling

Engage senior stakeholders (e.g., CISOs, CIOs, IT leaders) with credibility and clarity from first interaction

Translate complex technical concepts into clear business value and outcomes

Position solutions within the customer’s environment and competitive landscape

Build trust quickly through strong communication, curiosity-led discovery, and practical insights

Proof of Value (POV) & Deal Progression

Define clear success criteria tied to customer outcomes before POVs

Lead POVs and demonstrations as decision-driving milestones, not just technical exercises

Maintain momentum across long or non-linear buying cycles, driving toward clear decisions

Cross-Functional Collaboration

Partner closely with SDRs, Marketing, Channel, and technical teams to generate and progress opportunities

Collaborate with internal experts to deliver compelling demonstrations and technical validation

Leverage events, partners, and creative outreach to reach into new accounts

What experience do I need:

Fluent in German & English

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 mid-market organisations ( $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

Track record of operating in target-driven, high-growth environments , maintaining focus and momentum even in the face of rejection or long deal cycles

Solid commercial 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

Proficiency with CRM and sales tools, with a structured and organised approach to managing territory and pipeline

Benefits:

30 days’ holiday + all national public holidays,

Additional day off for your birthday,

Occupational pension,

AD&Di-Insurance,

Life insurance,

Disability insurance,

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.

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.