Account Executive - New England

Darktrace; East Windsor Hill (CT); On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

Medical, dental and vision insurance

Life insurance

Employee Assistance Program

Job summary

Darktrace, a global leader in AI-driven cybersecurity, seeks a Core Account Executive to drive net-new business across New England. You will own the full sales cycle—from prospecting to closing—hunting new logos and expanding market share.

Work with Solutions Engineers and Cyber Threat Analysts to deliver tailored demos and POVs, maintain an accurate Salesforce/CRM pipeline, and forecast with leadership. Competitive benefits include medical, dental and vision coverage, life insurance, and an

Qualifications

• Proven success in full-cycle B2B new business sales.
• Ability to build pipeline from scratch and maintain activity.
• Strong discovery and value-selling skills.
• Ability to establish executive-level credibility early with stakeholders.
• Skilled in objection handling, negotiation, and navigating complex sales cycles.
• Solid judgment and discipline in pipeline management, forecasting and deal qualification.

Responsibilities

• Develop and execute strategic sales plans to expand market presence and exceed revenue targets.
• Self-generate leads through targeted outreach, networking, and leveraging marketing and inside sales support.
• Own the sales cycle end-to-end, from prospecting and qualifying leads to negotiating and closing deals.
• Upsell and expand within accounts by identifying additional opportunities for Darktrace’s solutions.
• Collaborate cross-functionally with technical teams to deliver tailored demos and POVs.
• Maintain accurate pipeline management using CRM tools and provide regular sales forecasts.

Skills

New logo hunting

Full-cycle B2B sales

Sales acumen

Executive credibility

Pipeline management

Negotiation skills

Tools

CRM tools

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. Today, our customers depend on us to stay ahead.

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.

As a Core Account Executive (Acquisiton), you will be responsible for driving net-new business within a defined territory, of New England. Your primary focus will be hunting new logos, expanding market share, and maximizing revenue growth. This role focuses on accounts up to $1B in size, with responsibility for managing and closing new customers. It requires a self-starter with strong sales acumen, capable of positioning Darktrace solutions to C-level executives and security professionals. You will own the full sales cycle, from prospecting to closing, while also identifying upsell opportunities for a period to maximize customer lifetime value. You must live in the territory we are recruiting for.

Drive new business acquisition by identifying and closing net-new logo opportunities within your assigned territory.

• Develop and execute strategic sales plans to expand market presence and exceed revenue targets.
• Self-generate leads through targeted outreach, networking, and leveraging marketing and inside sales support.
• Own the sales cycle end-to-end, from prospecting and qualifying leads to negotiating and closing deals.
• Upsell and expand within accounts by identifying additional opportunities for Darktrace’s solutions.
• Collaborate cross-functionally with technical teams, including Solutions Engineers, Technical Account Managers, and Cyber Threat Analysts, to deliver tailored demos and Proof of Values (POVs).
• Maintain accurate pipeline management using CRM tools and provide regular sales forecasts.

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
• 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
• Solid judgment and discipline, including pipeline management, forecasting, and deal qualification

• 100% medical, dental and vision insurance, plus dependents
• Life 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.

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.