Expression of Interest - Account Executive - Expansion

Darktrace; Los Angeles (CA); On-site; USD 200,000 - 250,000; Full time

Job summary

Darktrace is seeking an Account Executive - Expansion for the Los Angeles region (including Inland Empire, Orange County). The role focuses on expanding value within existing customers through upsell, cross-sell, and renewals, building strategic account plans and multi-stakeholder engagement.

You will drive end-to-end expansion cycles, articulate business value, and partner with Customer Success and sales teams to ensure seamless growth and customer trust.

Qualifications

• Proven success in B2B expansion, upsell, or account management sales roles within existing accounts.
• Experience managing and growing customer accounts, with stakeholder dynamics and buying processes.
• Strong consultative selling and discovery skills to uncover opportunities and align to outcomes.

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 changes, underutilization, and value opportunities.
• Develop business cases and proposals aligned to customer outcomes; lead negotiations with value focus.

Skills

B2B sales

Account management

Negotiation

Forecasting

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:

Expression of Interest - Los Angeles Region - Including Inland Empire, Orange County.

While we may not have an immediate opening, we’re building a pipeline of talented individuals interested in future Account Executive - Expansion.

We're always looking to connect with exceptional customer-focused cybersecurity professionals across WEST regions who are passionate about helping organizations maximize the value of their security investments.

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

Compensation Range: $200K - $250K 50/50 split

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.