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 an Expansion Account Executive, you will be responsible for driving growth within existing core market customers (organizations typically under $1B in revenue)—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.

This role will be based in the Paris office, and you will be required to be in the office 2‑3 days a week.

What will I be doing:

Account Ownership & Expansion Growth

• Own and drive upsell, cross‑sell, and renewal opportunities across an assigned book of mid‑market accounts
• Identify expansion opportunities across users, use cases, business units, or geographies
• Build and execute account plans including whitespace, stakeholders, adoption, and risks

Full‑Cycle Expansion Sales Execution

• 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

Pipeline & Portfolio Management

• Maintain a healthy pipeline of expansion and renewal opportunities across accounts
• Apply strong forecasting discipline with accurate, data‑driven projections
• Prioritize accounts effectively, focusing on highest‑impact growth opportunities
• Maintain strong CRM hygiene, account tracking, and activity management

Customer Engagement & Value Selling

• 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
• Position expansion as the next step in the customer’s maturity and risk reduction journey

Proof of Value (POV) & Expansion Momentum

• Define and validate success criteria tied to measurable customer outcomes
• Lead POVs and use‑case expansions that demonstrate real value and drive decisions
• Use insights and results to build urgency, confidence, and commitment to expand

Cross‑Functional Collaboration

• Partner closely with Customer Success, Sales Engineering, Renewals, and partners to deliver a seamless customer experience
• Participate in QBRs and account reviews to identify ri