PubSec Account Executive mastering SHI's value proposition to exceed revenue and profit goals. Developing strategic sales approaches and cultivating relationships with customers.
About the role
- Enterprise Account Executive responsible for driving net-new business within Bay Area for AI cybersecurity leader Darktrace. Focusing on hunting new logos and maximizing revenue growth.
Responsibilities
- 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.
- Engage and present Darktrace’s cybersecurity solutions to key stakeholders, including CISOs, IT leaders, and security professionals.
- 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 Subject Matter Experts, 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.
Requirements
- 5-7+ years of outbound B2B sales experience with a proven track record of acquiring net-new customers and exceeding quotas.
- Experience selling complex software solutions, preferably in cybersecurity or highly regulated industries.
- Strong ability to drive high-velocity sales cycles, handle objections, and close deals independently.
- Proficiency in value-based selling and articulating how Darktrace solutions solve specific security challenges.
- Excellent communication, presentation, and negotiation skills, with the ability to engage executive stakeholders.
- Experience managing a defined territory and building a sustainable pipeline of new business opportunities.
- Prior experience building out partner relationships through the channel.
- Comfortable using CRM and sales tools to manage opportunities and track customer engagement.
- Experience having sold through the Channel preferred.
Benefits
- 100% medical, dental and vision insurance, plus dependents
- Paid parental leave
- Pet insurance
- Discount Life insurance
- Commuter benefits
- 401(k)
- Employee Assistance Program
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