Account Executive

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 a Account Executive, you will be responsible for driving growth across a portfolio of mid-market accounts, combining new-logo acquisition with expansion and retention activity within existing customers. This role is designed for markets where one Account Executive owns the full commercial relationship, from opening new accounts to growing customer value over time. 

Success in this role requires the ability to balance competing priorities across prospecting, pipeline creation, upsell, cross-sell, renewals and new-business execution. You will take ownership of an assigned territory and customer portfolio, applying disciplined account planning and qualification to focus on the highest-impact opportunities. 

The ideal candidate is commercially driven, consultative and resilient. They can build credibility quickly with new prospects while developing trusted, multi-threaded relationships within existing accounts. They use customer insight, adoption, business outcomes and strong discovery to create urgency, protect retention and close sustainable growth. 

This role is a hybrid role with the expectation of attending the Milan office 3 times a week.

What will I be doing:

Territory, Portfolio & Commercial Ownership 

• Own commercial performance across an assigned mid-market territory and portfolio of existing customers. 

• Drive a balanced mix of net-new logo acquisition, upsell, cross-sell and renewal outcomes. 

• Build and execute territory and account plans covering target prospects, whitespace, stakeholders, adoption, renewal timing and commercial risk. 

• Prioritise activity based on revenue potential, customer value, deal quality and likelihood of progression. 

Full-Cycle Sales Execution 

• Manage the full sales cycle across new-business and existing-customer opportunities, from prospecting and opportunity identification through to working with the reseller and MSSP channel to generate, develop, qualify and close opportunities. 

• Lead consultative discovery focused on the customer environment, business priorities, risk, current outcomes and future requirements. 

• Develop clear business cases, proposals and mutual action plans aligned to measurable customer outcomes. 

• Handle objections and negotiate effectively while protecting value, pricing integrity and long-term customer trust. 

New Business Acquisition 

• Proactively identify, prospect and develop new mid-market opportunities through outbound, inbound, partner and event-led activity. 

• Establish credibility with senior stakeholders early and create momentum in accounts where no prior relationship exists. 

• Generate demand through relevant insight, curiosity-led discovery and clear articulation of business value. 

• Build new-logo pipeline consistently and maintain disciplined qualification throughout the buying process. 

Expansion, Renewals & Customer Growth 

• Identify opportunities to expand adoption across users, use cases, products, business units and geographies. 

• Use customer outcomes, usage and adoption insights to create compelling upsell and cross-sell narratives. 

• Partner with Renewals and Customer Success to support renewal strategy, address risk and maintain continuity across the customer lifecycle. 

• Expand relationships across technical, business, financial and executive stakeholders to strengthen retention and create new growth paths. 

Pipeline, Forecasting & Deal Management 

• Maintain a healthy, balanced pipeline across acquisition, expansion and renewal opportunities. 

• Apply rigorous qualification, accurate forecasting and clear next-step discipline across every opportunity. 

• Maintain high-quality CRM data, account records, activity tracking and commercial reporting. 

• Manage multiple deal types and timescales without losing momentum or customer focus. 

Customer Engagement, Value Selling & Proof of Value 

• Translate complex technical concepts into clear business value for technical and non-technical audiences. 

• Define success criteria and lead Proof of Value activity as a decision-driving milestone linked to customer outcomes. 

• Position solutions within the customer environment and competitive landscape, connecting immediate needs to longer-term value. 

• Use evidence, insight and strong communication to build urgency, confidence and commitment. 

Cross-Functional Collaboration 

• Partner closely with SDRs, Marketing, Channel, Customer Success, Renewals, Sales Engineering and other technical teams. 

• Coordinate internal stakeholders to deliver compelling demonstrations, technical validation, effective handovers and a consistent customer experience. 

• Participate in account reviews and QBRs to identify growth opportunities, renewal risk and actions required to improve customer outcomes. 

• Leverage partners, events and creative outreach to expand reach across both prospects and existing customers. 

What experience do I need:

• Fluency in Italian and English is essential.
• Proven success in full-cycle B2B sales, with experience closing new-logo business and growing existing customer accounts. 

• Demonstrated ability to balance acquisition, expansion and renewal priorities within a defined territory or portfolio. 

• Experience selling into mid-market organisations, with an understanding of their buying dynamics, resources and commercial constraints. 

• Strong prospecting and pipeline-generation capability, including the confidence to create opportunities in cold accounts. 

• Strong consultative discovery and value-selling skills, with the ability to connect customer priorities and outcomes to commercial opportunities. 

• Experience identifying and closing upsell and cross-sell opportunities while supporting successful renewals. 

• Ability to establish executive-level credibility and multi-thread across technical, business, financial and senior stakeholders. 

• Commercial judgement across qualification, negotiation, pricing, forecasting and deal progression. 

• Disciplined account and territory planning, with strong organisation and the ability to manage multiple opportunities and timescales. 

• Working knowledge of cybersecurity, SaaS or technical solutions, with the ability to position offerings within a broader customer ecosystem. 

• Proven ability to collaborate across sales development, marketing, partners, customer success, renewals and technical teams. 

• Resilient, adaptable and accountable, with the ability to operate effectively in a target-driven, high-growth and sometimes ambiguous environment. 

Benefits:

• Four weeks holiday + all public holidays,

• Additional day off for your birthday,

• Accident, death & disability insurance,

• Meal vouchers,

• 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.