Enterprise Account Executive

Job Description

<p><h3>Who you are</h3>
<ul>
<li>5+ years of outbound B2B sales experience, with a proven track record of consistently exceeding quota in a complex sales environment</li>
<li>Experience closing six-figure and seven-figure deals, preferably within the cybersecurity, SaaS, or enterprise software industry</li>
<li>Deep understanding of value-based selling and consultative sales techniques</li>
<li>Strong ability to engage and influence executive stakeholders, navigate procurement processes, and handle high-level negotiations</li>
<li>Track record of successfully hunting net-new business while also identifying expansion opportunities within existing accounts</li>
<li>Experience selling into highly regulated industries is a plus</li>
<li>Excellent communication, presentation, and relationship-building skills</li>
<li>Proficiency with CRM and sales enablement tools to manage pipeline and forecasting</li>
<li>Self-motivated, resilient, and competitive, with a strong drive to win in a fast-paced, high-growth environment</li>
</ul>
<h3>What the job involves</h3>
<ul>
<li>As an Enterprise Account Executive, you will play a key role in driving new business growth within a defined territory, focusing on net-new logo acquisition, strategic account expansion, and high-value deal execution</li>
<li>You will take ownership of the full sales cycle, from prospecting and lead generation to closing large, complex deals with enterprise customers</li>
<li>As a senior-level 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</li>
<li>Own and exceed quarterly and annual revenue targets by acquiring new customers and expanding existing relationships within your assigned territory</li>
<li>Proactively identify, engage, and develop net-new business opportunities through outbound prospecting, networking, and strategic account targeting</li>
<li>Manage complex, multi-stakeholder sales cycles, engaging executive decision-makers (CISOs, CTOs, CIOs) and security professionals to position Darktrace as a must-have solution</li>
<li>Develop and execute account strategies that drive long-term value and revenue growth</li>
<li>Independently lead sales negotiations, structure deals, and manage contract discussions to successful closure</li>
<li>Leverage deep industry knowledge to serve as a trusted advisor, helping prospects and customers navigate evolving cybersecurity challenges</li>
<li>Collaborate cross-functionally with Technical Account Managers, Cyber Threat Analysts, and Product teams to deliver compelling Proof of Values (POVs) and tailored solutions</li>
<li>Maintain an accurate pipeline and forecast in CRM, ensuring transparency and accountability for business objectives</li>
<li>Act as a mentor and leader within the sales team, sharing best practices and contributing to the overall sales strategy</li>
</ul>
<h3>Benefits</h3>
<ul>
<li>23 days paid holiday plus UK bank holidays, increasing to 25 days after two years' service</li>
<li>Additional birthday day off</li>
<li>Salary Sacrifice pension scheme with 4% employer contribution and minimum 5% employee contribution</li>
<li>Optional BUPA private medical insurance for you and your immediate family</li>
<li>Life assurance with a benefit of 4x your annual basic salary</li>
<li>Employee Assistance Programme offering both on-line and telephone support and resources to you and your family</li>
<li>Cycle to work scheme</li>
<li>Active social and charity initiatives including our matched charitable giving scheme and employee recognition scheme</li>
</ul></p>
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