Expansion Account Executive

Darktrace; Michigan; Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Medical, dental, vision insurance

Parental leave

Pet insurance

Life insurance

Commuter benefits

401(k)

Employee Assistance Program

Job summary

Darktrace is seeking an Expansion Account Executive to drive growth within existing customers in the United States. You will expand adoption, increase usage, and secure net-new bookings through upsell, cross-sell, and renewals.

The role requires consultative selling, strong organizational skills, and the ability to navigate multi-threaded engagements. The ideal candidate will manage a book of accounts with a focus on value-led expansion, stakeholder alignment, and long-term retention across

Qualifications

• Proven success in B2B expansion, upsell, or account management sales roles.
• Experience growing customer accounts (≤ $1B revenue) and managing stakeholders.
• Strong consultative selling, discovery, and value articulation.
• Multi-threaded leadership across stakeholders to maintain deal momentum.

Responsibilities

• Own upsell, cross-sell, and renewal opportunities across assigned accounts.
• Build and execute account plans including whitespace and risks.
• Manage end-to-end expansion cycle from opportunity to close and renewal.
• Conduct consultative discovery to identify value opportunities.
• Develop business cases aligned to customer outcomes.
• Lead negotiations while preserving value and pricing integrity.
• Build trusted relationships with stakeholders and expand influence.
• Engage technical, business, financial, and executive stakeholders.
• Translate adoption and outcomes into compelling expansion narratives.
• Lead POVs and use-case expansions to drive decisions.

Skills

B2B expansion selling

Upsell & cross-sell

Account management

Stakeholder management

Negotiation

Forecasting & pipeline

Cross-functional collaboration

Customer relationship building

Cybersecurity SaaS knowledge

Value-selling

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.

As an Expansion Account Executive, you will be responsible for driving growth within existing customers - 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.

Key Duties & Responsibilities

• Own and drive upsell, cross-sell, and renewal opportunities across an assigned book of accounts
• Build and execute account plans including whitespace, stakeholders, adoption, and risks
• 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
• 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
• Lead POVs and use-case expansions that demonstrate real value and drive decisions
• Partner closely with Customer Success, Sales Engineering, Renewals, and partners to deliver a seamless customer experience

Experience & Qualifications

• 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 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
• 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

Benefits

• 100% medical, dental and vision insurance, plus dependents
• Paid parental leave
• Pet insurance
• Discount Life insurance
• Commuter benefits
• 401(k)
• 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.

Employment with Darktrace is at-will, meaning either the employee or Darktrace may terminate the employment relationship at any time, with or without cause or notice, except where prohibited by law or governed by a separate written agreement.

For over a decade, Darktrace has pioneered a proactive, AI-native approach to cybersecurity. Our passion, creativity and determination to succeed is helping us build something completely novel and extraordinary. Join us on our mission to keep our customers ahead of the changing cyber threat landscape every day.