Key Account Director

Darktrace; Sydney; On-site; AUD 150,000 - 190,000; Full time

Job summary

Darktrace is seeking a Key Account Director in Sydney to drive strategic account growth across ASX100 customers, guiding opportunities from inception to closure within a high-performance team.

You will lead pipeline development through direct outreach and partner collaboration, run POCs, and negotiate deals with senior stakeholders to meet ambitious targets.

Qualifications

• Proven full-cycle sales experience at the strategic level in cybersecurity.
• Ability to qualify leads, build pipelines and lead high-value negotiations.
• Excellent communication to coordinate with multi-disciplinary teams and partners.

Responsibilities

• Independently create and develop a robust sales pipeline using direct prospecting and partners.
• Attend meetings to present Darktrace and discuss cybersecurity priorities with strategic opportunities.
• Lead POCs with strategic-scale opportunities and maintain partner collaboration in solution development.
• Drive commercial negotiations while aligning with partners to improve outcomes.
• Collaborate with SMEs and channel partners to address complex use cases.
• Map key accounts and develop executive relationships (C-Level and below) for integrated strategies.
• Work independently with minimal oversight, offering creative solutions and maintaining partner alignment.

Skills

Sales pipeline

Negotiations

CRM systems

Stakeholder management

Strategic sales

Tools

CRM software

Job description

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 role is focused on strategic accounts, comprising of the ASX100 customers and prospects, you will work with your supporting team to identify opportunities, map accounts, and expand key stakeholder relationships to successful meet your sales targets. This role is suitable to a career "closer" , being responsible for guiding opportunities from inception to closure across existing and new clients.

This is a high-performance team and as a Key Account Director you will report directly to the senior leadership team and play a crucial role in ensuring strong alignment with partners and proactively creating and managing your own pipeline to drive business success.

• Independently create and develop a robust sales pipeline, leveraging both direct outreach and collaboration with internal BDR teams and strategic partners.
• Attending meetings to present Darktrace and discuss Cyber challenges / priorities with strategic scale opportunities
• Take the lead in running projects (POCs) with strategic-scale opportunities, ensuring a proactive approach to building and nurturing the pipelinewhile maintaining partner collaboration in solution development.
• Drive commercial negotiations while maintaining alignment with key partners to enhance business outcomes.
• Collaborate with dedicated Subject Matter Experts and channel partners to address complex use cases effectively.
• Map key accounts and develop strategic relationships with executive stakeholders (C-Level and below), ensuringaccount strategies integrate both self-generated and partner-led opportunities.
• Work independently with minimal oversight, providing creative and effective solutions to immediate challenges and advising others on complex issues, while maintaining a partner-centric approach.

Qualifications & Experience

With deep expertise in cybersecurity, this role requires articulating complex security challenges, tailoring value-based solutions, and fostering trust with key decision-makers. Skilled in qualifying leads, optimising pipelines, and leading high-value negotiations, this role also navigates compliance landscapes and strategic market positioning. This role emphasises collaboration, resilience, and mentorship to align with customer needs while driving continuous improvement. Leveraging advanced CRM and sales tools, the position enhances business processes and outcomes, ensuring strategic efficiency and long-term success.

• Demonstrated ability to self-source and develop a strong sales pipeline, leveraging both direct prospecting and partner-led initiatives.
• Proven ability to align with partners, leveraging joint value propositions to drive success.
• This position is suited to an individual who can demonstrate a successful track record of full-cycle sales experience of large cyber security sales at the strategic level.
• You'll bring the ability to leverage your existing network in developing your client base within the first 6 - 9 months, includingself-sourcing new opportunities and collaborating with partners to expand reach.
• Given the complexity of the work you'll have excellent communication skills allowing you to co-ordinate with multi-disciplinary teams and strategic partners.
• A hunter mentality, with the ability to actively seek out and create new business opportunities, build rapport with senior decision-makers, and maintain long-term partner alignment.

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.