Account Executive - Expansion

Darktrace; München; Hybrid; EUR 90,000 - 120,000; Full time

Job summary

Darktrace, a global leader in AI-driven cybersecurity, is seeking a commercially driven Expansion Account Executive to grow and deepen relationships within an established customer base. You will manage mid-market accounts, focusing on upsell, cross-sell and renewals, while developing strategic plans and navigating complex stakeholders.

Location is Munich or London with hybrid work 2–3 days in the office. You will lead multi-threaded engagements, build business cases, forecast pipelines and

Qualifications

• Experience in B2B sales or expansion sales with growth of existing customers.
• Ability to build business cases and articulate value to executives.
• Strong discovery, negotiation and relationship-building skills.
• Fluency in German and English is expected for this role.

Responsibilities

• Own the commercial growth of an existing portfolio, driving expansion, upsell, cross-sell and renewals.
• Develop strategic account plans identifying whitespace, stakeholders, adoption opportunities and risks.
• Lead full expansion sales cycle from discovery to negotiation and close.
• Build trusted relationships across technical, commercial, financial and executive stakeholders.
• Create compelling commercial proposals linking our technology to customer priorities.

Skills

B2B sales

Account management

Upsell & cross-sell

Renewals

Discovery skills

Negotiation

Forecasting

Stakeholder management

German language

English language

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

We’re looking for a commercially driven Expansion Account Executive to grow and develop relationships across our existing customer base.

Rather than focusing on net-new logo acquisition, you’ll take ownership of an established portfolio of core-market customers, typically organisations with revenues of up to $1B. Your goal will be to uncover where we can deliver more value, expand adoption and build long-term commercial partnerships through upsell, cross-sell and renewals.

This is a strategic, consultative sales role where you’ll need to understand what matters to each customer, how their needs are evolving and where there are opportunities to deepen the relationship. You’ll work across multiple stakeholders, build compelling business cases and turn customer outcomes into clear reasons to expand.

If you enjoy the combination of relationship building, commercial ownership and strategic account growth, this could be a great opportunity for you.

Location

Munich or London | Hybrid, 2–3 days per week in the office.

What Will I Be Doing

• Own the commercial growth of an existing portfolio of mid-market customers, driving expansion, upsell, cross-sell and renewals
• Develop strategic account plans that identify whitespace, key stakeholders, adoption opportunities and potential risks
• Run the full expansion sales cycle, from identifying an opportunity through discovery, business case development, negotiation and close
• Build trusted relationships across technical, commercial, financial and executive stakeholders
• Use customer outcomes, adoption and usage insights to identify where we can create additional value
• Develop compelling commercial proposals that connect our technology to the customer’s priorities and business challenges
• Identify opportunities to expand into new use cases, teams, business units and geographies
• Maintain a healthy pipeline and deliver accurate, data-led forecasting
• Lead Proof of Value and use-case expansion conversations that demonstrate measurable customer outcomes
• Partner closely with Customer Success, Sales Engineering, Renewals and our Partner organisation to create a joined-up customer experience
• Contribute to QBRs and account reviews, identifying both growth opportunities and potential risks

What Experience Do I Need

You don’t need to have followed one specific career path. We’re interested in people who can demonstrate success growing existing B2B customer relationships and who enjoy combining commercial thinking with consultative selling.

Ideally, You’ll Bring

• Experience in B2B sales, account management or expansion sales, with responsibility for growing existing customers
• A track record of delivering revenue through upsell, cross-sell and/or renewals
• Strong discovery skills and the ability to uncover opportunities beyond an initial customer use case
• Experience navigating complex accounts and multi-threading across different stakeholders
• Strong commercial and negotiation skills, with the confidence to articulate value and protect pricing
• A structured approach to account planning, pipeline management and forecasting
• The ability to use customer data, adoption insights and outcomes to build a compelling business case
• Strong communication and presentation skills
• Experience within cybersecurity, SaaS or another technical B2B environment would be beneficial
• The ability to work cross-functionally while balancing growth ambitions with long-term customer value and retention
• Professional fluency in both German and English

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.