Account Executive - Acquisition

Darktrace Ltd.; München; Vor Ort; EUR 70.000 - 110.000; Vollzeit

Benefits dieser Stelle

30 days holiday + public holidays

Birthday day off

Occupational pension

AD&D Insurance

Life Insurance

Disability Insurance

Zusammenfassung

Darktrace Ltd. is seeking an Acquisition Account Executive in Munich to drive net-new customer acquisition within mid-market organizations. You will own pipeline, identify opportunities, and close new business with senior decision-makers.

The role requires outbound and inbound prospecting, plus effective value-based conversations. The ideal candidate thrives in early-stage sales, demonstrates resilience and urgency, and can operate across complex buying processes.

Qualifikationen

• Fluent in German & English with strong communication skills.
• Proven success in full-cycle B2B new business sales targeting mid-market companies (≤ $1B revenue).
• Ability to build pipeline from scratch and manage long, complex sales cycles.
• Excellent discovery, value-selling, negotiation, and executive engagement skills.
• Experience using CRM and sales tools to manage territory and pipeline.

Aufgaben

• Own net-new logo acquisition in an assigned mid-market territory.
• Manage end-to-end sales cycle from prospecting to close.
• Identify prospects, build pipeline, and achieve target attainment.
• Engage senior stakeholders with credible, business-focused conversations.
• Lead POVs, demos, and value validations to progress deals.
• Collaborate with SDRs, Marketing, and Channels to expand opportunities.

Kenntnisse

Fluent German & English

Full-cycle B2B new business sales

Pipeline development

Executive-level credibility

Discovery & value selling

CRM & sales tools proficiency

Ausbildung

Bachelor's degree or equivalent

Tools

CRM (e.g., CRM systems)

Jobbeschreibung

## Account Executive - AcquisitionApplylocations: Munich Office, Germanytime type: Full timeposted on: Posted Todayjob requisition id: JR102043Darktrace 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 expand 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 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.*Our Growth is Creating Great Opportunities! Our team is expanding, and we want to hire the most talented people we can. Continued success depends on it! Once you've had a chance to explore our current open positions, apply to the ones you feel suit you best and keep track of both your progress in the selection process, and new postings that might interest you! Thanks for your interest in working on our team!