Account Executive - Expansion

Darktrace; Paris; Hybrid; GBP 77,000 - 111,000; Full time

Job summary

Darktrace seeks an Expansion Account Executive to drive growth within existing core market customers by expanding adoption, usage, and bookings through upsell, cross-sell, and renewals.

The role emphasizes translating outcomes into expansion opportunities, maintaining strong account ownership, and orchestrating multi‑threaded stakeholder relationships to drive long-term success.

Qualifications

• Proven success in B2B expansion, upsell or account management sales roles.
• Experience growing mid-market accounts (≤ $1B revenue).
• Strong consultative selling and discovery skills.
• Ability to multi-thread across stakeholders and maintain deal momentum.
• Commercial acumen with negotiation and value articulation.

Responsibilities

• Own upsell, cross-sell and renewal opportunities across an assigned mid-market book.
• Identify expansion opportunities across users, use cases, geographies.
• Build and execute account plans with adoption and risks.
• Manage end-to-end expansion cycle from discovery to close and renewal.
• Lead negotiations while protecting pricing integrity.
• Collaborate with Customer Success, Sales Engineering, Renewals.

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:

As an Expansion Account Executive, you will be responsible for driving growth within existing core market customers (organizations typically under $1B in revenue) — the core of our business. This role focuses on expanding adoption, increasing usage, and delivering net-new bookings within existing accounts through upsell, cross-sell, and renewals.

Success in this role requires the ability to translate customer outcomes into expansion opportunities, aligning stakeholders around why to expand and why now. You will operate with strong account ownership, balancing growth, retention, and customer value, and orchestrating complex internal and external stakeholders to drive long‑term account success.

The ideal candidate is consultative, commercially driven, and highly organized, thriving in account planning, relationship building, and navigating multi‑threaded environments. They bring a value‑led mindset, using insight, data, and customer outcomes to drive expansion while protecting long‑term retention.

This role will be based in the Paris office, and you will be required to be in the office 2-3 days a week.

What will I be doing:

Account Ownership & Expansion Growth

• Own and drive upsell, cross-sell, and renewal opportunities across an assigned book of mid-market accounts
• Identify expansion opportunities across users, use cases, business units, or geographies
• Build and execute account plans including whitespace, stakeholders, adoption, and risks

Full-Cycle Expansion Sales Execution

• Manage the end-to-end expansion cycle, from opportunity identification through close and renewal
• Conduct consultative discovery to identify what has changed, what is underutilized, and where value can be increased
• Develop business cases and proposals aligned to customer outcomes
• Lead negotiations while maintaining value and minimizing discounting

Pipeline & Portfolio Management

• Maintain a healthy pipeline of expansion and renewal opportunities across accounts
• Apply strong forecasting discipline with accurate, data-driven projections
• Prioritize accounts effectively, focusing on highest-impact growth opportunities
• Maintain strong CRM hygiene, account tracking, and activity management

Customer Engagement & Value Selling

• Build trusted relationships with existing stakeholders and expand influence across the buying group
• Engage multiple stakeholders (technical, business, financial, executive) to drive alignment and decision-making
• Translate adoption, usage data, and outcomes into compelling expansion narratives
• Position expansion as the next step in the customer’s maturity and risk reduction journey

Proof of Value (POV) & Expansion Momentum

• Define and validate success criteria tied to measurable customer outcomes
• Lead POVs and use‑case expansions that demonstrate real value and drive decisions
• Use insights and results to build urgency, confidence, and commitment to expand

Cross-Functional Collaboration

• Partner closely with Customer Success, Sales Engineering, Renewals, and partners to deliver a seamless customer experience
• Participate in QBRs and account reviews to identify risks and expansion opportunities
• Coordinate internal teams to ensure strong adoption, value realization, and deal execution

What experience do I need:

• Proven success in B2B expansion, upsell, or account management sales roles, with a track record of driving growth and renewals within existing accounts
• Experience managing and growing mid-market customer accounts (≤ $1B revenue), with an understanding of stakeholder dynamics and buying processes
• Strong consultative selling and discovery skills, with the ability to uncover new opportunities within existing customers and align them to business outcomes
• Demonstrated ability to multi‑thread across stakeholders, build internal alignment, and maintain deal momentum even in complex account environments
• Commercial acumen with strength in negotiation, value articulation, and protecting pricing integrity
• Disciplined in account planning, pipeline management, and forecasting, with strong attention to detail and organizational skills
• Ability to use data, adoption insights, and customer outcomes to identify expansion opportunities and build business cases
• Strong communication and presentation skills, with the ability to clearly explain technical concepts and business value to diverse audiences
• Working knowledge of cybersecurity, SaaS, or technical solutions, and the ability to position offerings within a customer’s broader environment
• Proven ability to operate in cross‑functional environments, partnering with Customer Success and technical teams to drive outcomes and growth
• Resilient and adaptable, with the ability to manage competing priorities, navigate ambiguity, and balance growth with retention and customer trust

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.