Darktrace

• 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.

Role Description As a Senior Account Executive, you will play a key role in driving new business growth within a defined territory, focusing on net-new logo acquisition, strategic account expansion, and high-value deal execution. You will take ownership of the full sales cycle, from prospecting and lead generation to closing large, complex deals with enterprise and mid-market customers. As a senior-level individual contributor, you will be expected to navigate complex sales cycles, engage C-level decision-makers, and drive revenue growth through consultative selling and value-based positioning of Darktrace’s cybersecurity solutions. - Own and exceed quarterly and annual revenue targets by acquiring new customers and expanding existing relationships within your assigned territory. - Proactively identify, engage, and develop net-new business opportunities through outbound prospecting, networking, and strategic account targeting. - Manage complex, multi-stakeholder sales cycles, engaging executive decision-makers (CISOs, CTOs, CIOs) and security professionals to position Darktrace as a must-have solution. - Develop and execute account strategies that drive long-term value and revenue growth. - Independently lead sales negotiations, structure deals, and manage contract discussions to successful closure. - Leverage deep industry knowledge to serve as a trusted advisor, helping prospects and customers navigate evolving cybersecurity challenges. - Collaborate cross-functionally with Technical Account Managers, Cyber Threat Analysts, and Product teams to deliver compelling Proof of Values (POVs) and tailored solutions. - Maintain an accurate pipeline and forecast in CRM, ensuring transparency and accountability for business objectives. - Act as a mentor and leader within the sales team, sharing best practices and contributing to the overall sales strategy. Qualifications - 5+ years of outbound B2B sales experience, with a proven track record of consistently exceeding quota in a complex sales environment. - Experience closing six-figure and seven-figure deals, preferably within the cybersecurity, SaaS, or enterprise software industry. - Deep understanding of value-based selling and consultative sales techniques. - Strong ability to engage and influence executive stakeholders, navigate procurement processes, and handle high-level negotiations. - Track record of successfully hunting net-new business while also identifying expansion opportunities within existing accounts. - Experience selling into highly regulated industries is a plus. - Excellent communication, presentation, and relationship-building skills. - Proficiency with CRM and sales enablement tools to manage pipeline and forecasting. - Self-motivated, resilient, and competitive, with a strong drive to win in a fast-paced, high-growth environment. Requirements - OTE range of $200,000 - $240,000 (50/50 split) - Remote work-model Benefits - 100% medical, dental and vision insurance, plus dependents - Paid parental leave - Life insurance - Employee Assistance Program

Role Description Darktrace offers outstanding growth potential for your career along with uncapped commission in the emerging sector of cyber security, using artificial intelligence and machine learning. This is a full-cycle sales role and you will be responsible for identifying, developing, and closing business opportunities. This role is remote from Poland or from London. What will I be doing: - Expanding the existing Account Executive team due to rapid growth and accelerated revenue with a team of specialist Enterprise Account Executives. - Owning the full sales cycle for enterprise-level accounts, encompassing the entire 360 sales process. - Establishing and working with partners in your territory. - Presenting and demonstrating Darktrace's cyber threat defense solutions to CISOs and information security experts. - Attending marketing events and security conferences. - Closing the largest deals in the business with the support of a dedicated SDR team for lead generation. - Collaborating with in-house technical experts to present and demonstrate cutting-edge threat defense solutions to key stakeholders. Darktrace provides an excellent onboarding experience, extensive training, and ongoing support from mentors. Qualifications - Ambitious and driven individuals with previous B2B full lifecycle sales experience. - Experience in a high-growth business environment or start-up. - Business fluent in English and Polish. - Interest in cybersecurity and being tech-savvy. - Currently selling at an enterprise level in a full lifecycle closing role. - Confident, polished communicator capable of building strong and lasting working relationships. - Motivated by generous uncapped commission and thrive in a target-driven environment.

Role Description As a Senior Account Executive, you will play a key role in driving new business growth within Alabama | Mississippi defined territory, focusing on net-new logo acquisition, strategic account expansion, and high-value deal execution. You will take ownership of the full sales cycle, from prospecting and lead generation to closing large, complex deals with enterprise and mid-market customers. As a senior-level individual contributor, you will be expected to navigate complex sales cycles, engage C-level decision-makers, and drive revenue growth through consultative selling and value-based positioning of Darktrace’s cybersecurity solutions. Must live in Alabama location. - Own and exceed quarterly and annual revenue targets by acquiring new customers and expanding existing relationships within your assigned territory. - Proactively identify, engage, and develop net-new business opportunities through outbound prospecting, networking, and strategic account targeting. - Manage complex, multi-stakeholder sales cycles, engaging executive decision-makers (CISOs, CTOs, CIOs) and security professionals to position Darktrace as a must-have solution. - Develop and execute account strategies that drive long-term value and revenue growth. - Independently lead sales negotiations, structure deals, and manage contract discussions to successful closure. - Leverage deep industry knowledge to serve as a trusted advisor, helping prospects and customers navigate evolving cybersecurity challenges. - Collaborate cross-functionally with Technical Account Managers, Cyber Threat Analysts, and Product teams to deliver compelling Proof of Values (POVs) and tailored solutions. - Maintain an accurate pipeline and forecast in CRM, ensuring transparency and accountability for business objectives. - Act as a mentor and leader within the sales team, sharing best practices and contributing to the overall sales strategy. Qualifications - 7+ years of outbound B2B sales experience, with a proven track record of consistently exceeding quota in a complex sales environment. - Experience closing six-figure and seven-figure deals, preferably within the cybersecurity, SaaS, or enterprise software industry. - Deep understanding of value-based selling and consultative sales techniques. - Strong ability to engage and influence executive stakeholders, navigate procurement processes, and handle high-level negotiations. - Track record of successfully hunting net-new business while also identifying expansion opportunities within existing accounts. - Experience selling into highly regulated industries is a plus. - Excellent communication, presentation, and relationship-building skills. - Proficiency with CRM and sales enablement tools to manage pipeline and forecasting. Requirements - Total Compensation range: $250- $280K OTC Benefits - 100% medical, dental and vision insurance, plus dependents - Paid parental leave - Pet insurance Discount - Life insurance - Commuter benefits - 401(k) - Employee Assistance Program

• Act as a Darktrace and security expert and consultant to customers. • Develop and maintain excellent, hands-on knowledge of the Darktrace solution. • Conduct deployment discovery and architecture design reviews for existing customers. • Work towards and maintain relevant Darktrace certifications. • Provide consultative guidance to customers on cybersecurity priorities and initiatives. • Work with customers to learn their priorities and map to technical solutions. • Document and utilize the values statements and needs of Darktrace customers. • Utilize strong, respectful communication to form productive relationships with customers, partners, peers, and internal teams. • Maintain organized documentation, account administration, and updates of internal systems. • Mentor and provide mentorship to members of the CSE team on areas of expertise.

• Manage a portfolio of existing Darktrace customers to maximize their utility from Darktrace deployments and grow their Annual Recurring Revenue (ARR). • Report to the Director of Customer Success and collaborate with Sales, Technical Resources, and Cyber Threat Analysts. • Conduct business reviews with client executive leadership and health checks on the deployment to drive satisfaction and desired business outcomes. • Present, discuss, and demonstrate Darktrace cyber threat defense solutions to CISOs and information security experts as required. • Identify, nurture, and negotiate upsell and cross-sell opportunities by aligning our suite of products to our customers’ evolving use cases and needs. • Ensure customers are set up for success and facilitate the renewal at the end of the subscription term. • Analyze customer engagement levels to assess risk and execute action plans to progress account health. • Manage customer escalations to resolution, leveraging cross-functional teams within the business. • Mentor developing Customer Success Managers on the team by sharing best practices and helping ramp up new team members. • Build strategic partnerships with Renewal Directors, Sales, Cyber Technology Specialists, and other internal teams to drive alignment and develop tailored solutions for complex accounts.

Role Description The Customer Success Engineer (CSE) is a member of the Customer Experience (CX) team at Darktrace. The CSE team is focused on providing existing Darktrace customers with technical product solutions. Responsibilities include: - Supporting the adoption of the Darktrace platform and services within the customer environment. - Providing deployment health and value interventions. - Identifying additional or new use cases for Darktrace usage within the customer environment. This role is a dynamic and varied customer-focused technical management position that requires: - Thorough knowledge of cybersecurity and the Darktrace product suite. - Excellent communication and collaboration skills to work with a variety of customer stakeholders. - Liaising internally with Darktrace Customer Success Managers, Renewals Managers, Analysts, Operations Engineers, and Sales members to ensure customer needs are met. Key Duties & Responsibilities - Product & Industry Knowledge: - Act as a Darktrace and security expert and consultant to customers. - Develop and maintain excellent, hands-on knowledge of the Darktrace solution. - Conduct deployment discovery and architecture design reviews for existing customers. - Work towards and maintain relevant Darktrace certifications. - Provide consultative guidance to customers on cybersecurity priorities and initiatives. - Engage with the evolving cybersecurity landscape and maintain relevant external certifications. - Value Discovery and Delivery, and Strategic Thinking: - Work with customers to learn their priorities and map to technical solutions. - Develop and refine discovery techniques for various customer personas. - Document and utilize the values statements and needs of Darktrace customers. - Take ownership over quota number and KPIs to improve customer deployments and value delivery. - Communication and Organization: - Work efficiently and reliably with customers, peers, and stakeholders. - Utilize strong, respectful communication to form productive relationships. - Demonstrate confident presentation skills. - Maintain organized and timely documentation and account administration. - Provide mentorship to members of the CSE team on areas of particular expertise. Qualifications - 2+ years of experience in a relevant role, ideally within the cybersecurity industry (e.g., Customer Success Engineering, Technical Account Management). - Strong knowledge of both on-premise and cloud networking (AWS, Azure, GCP). - Experience within the cybersecurity industry preferred. - Additional experience in one or more of the following areas preferred: Email Security, Incident Response, Cloud Security Architecture. - Confident, polished communicator with a proven ability to build lasting, critical business relationships.

Darktrace is a global leader in AI for cybersecurity that keeps organizations ahead of the changing threat landscape every day. Founded in 2013, Darktrace provides the essential cybersecurity platform protecting nearly 10,000 organizations from unknown threats using its proprietary AI. The Darktrace Active AI Security Platform™ delivers a proactive approach to cyber resilience to secure the business across the entire digital estate – from network to cloud to email. Breakthrough innovations from our R&D teams have resulted in over 200 patent applications filed. Darktrace’s platform and services are supported by over 2,400 employees around the world. To learn more, visit http://www.darktrace.com. Job Description: As a Senior Solutions Engineer at Darktrace, you will play a pivotal role in our Go-to-Market team. This dynamic and rewarding position requires a mix of technical expertise, cybersecurity passion, and sales acumen. You will engage in both pre-sales and post-sales processes, collaborating closely with an account team to convert opportunities into success stories. In this role, you will serve as the technical lead to partners, and our internal teams, providing expert guidance and support. Your responsibilities will include developing and maintaining direct relationships with critical/high-value partners and customers, delivering value stories based on market-recognized experience, and contributing to global sales and GTM strategy. You will also be responsible for winning POVs against competitors, running custom POVs, closing full platform deals, and achieving above-average revenue and enabling the channel to replicate these efforts. We value experience in customer-facing technical roles and provide extensive training to build new skills. Enthusiastic individuals with a strong team mindset, ready to make an impact in this high-growth environment, are encouraged to apply. Please note that experience in cybersecurity or networking is required for this role. Key Duties & Responsibilities: - Serve as the technical lead between clients, partners, and our internal teams at Darktrace. - Deliver value stories to customers based on direct, market-recognized experience. - Contribute to global sales, POV, and GTM strategy. - Develop and maintain direct relationships with critical/high-value customers. - Discover and create prospect-specific quantifiable value statements that greatly impact deals. - Support peers as a subject matter expert and impact player. - Enable those around you on discovery, metrics, and success criteria. - Key contributor to regional POV strategy and wider technical initiatives or projects outside of the day-to-day SE role. - Travel regionally, and potentially internationally, to client sites as permitted by health guidelines. Qualifications & Experience: - 8+ years in a sales engineering role - Experience in cybersecurity is required. - Advanced and recognized global industry expert. - Strong knowledge in both on-premises and cloud networking and technologies. - Ability to consult at all levels (C-level, SOC, engineers, buyers, etc.). - Experience in presenting highly technical Network Security Solutions to Clients and Channel Partners within region. - Hands-on experience in one or more of the following areas: Cloud Security, Email Security, Application Security, Operational Technology, External Attack Surface Management, and Incident Response is highly desirable. - Proven track record of developing and nurturing relationships with Partners’ technical and sales resources. - Able to demonstrate how a Sales Engineer should establish new Channel Driven pipeline, educate on customer technical criteria/outcomes, and address competitive market advantages. - Highly autonomous, able to develop resources to run specialized projects outside of day-to-day operational capacity. - Very impactful within early-stage meetings and with C-level. - Proven and consistent long-term ability to drive new business. - Passion for staying updated with the latest cybersecurity trends and a willingness to continuously develop your skillset. - Master’s or bachelor’s degree from an accredited university. Benefits: - 100% medical, dental and vision insurance, plus dependents - Paid parental leave - Pet insurance Discount - Life insurance - Commuter benefits - 401(k) - Employee Assistance Program

• Ensure Darktrace is deployed, integrated, and optimized to the highest standards • Assist customers with deploying Darktrace technology within network, cloud, OT, and email environments • Lead and become a trusted advisor to key customers in their security infrastructure design and planning • Complete deployment projects on or before expected Service Level Objectives (SLOs) • Integrate new systems into existing network architecture • Manage customer support tickets to assist with technical issues • Proactively engage with customers to help maintain a healthy deployment • Maintain and enhance communication between all go-to-market teams, including sales, customer success, and operations

• Achieve quarterly revenue targets through the acquisition of new accounts and maintenance of existing accounts within your assigned territory. • Identify, develop, and qualify leads; self-sourcing efforts will be supplemented by regional support from Marketing, Inside Sales, and Channel teams. • Present and demonstrate Darktrace cyber threat defense solutions to information security experts and C-level executives. • Create proposals and negotiate contracts to meet client needs. • Coordinate with cross-functional teams, including Darktrace Subject Matter Experts, Technical Account Managers, and Cyber Threat Analysts, to deliver tailored solutions and Proof of Values (POVs) to prospective customers. • Monitor market trends to advise clients strategically, aiming to drive sales growth and customer satisfaction. • Act as a mentor to less experienced team members, sharing best practices and helping them develop their skills.