Expression of Interest - Account Executive - Expansion

Darktrace
Los Angeles
Workplace: OnsiteFull timeUSD 200,000 - 250,000 annuallyFunction: SalesSkills: ["Consultative selling","Negotiation","Communication","Multi-threading","Account planning"]

Drive expansion within existing customers across the Los Angeles region (including Inland Empire and Orange County). Own upsell, cross-sell, and renewal opportunities by building account plans, running discovery to uncover underutilized value, and translating adoption and outcomes into compelling expansion narratives. Lead negotiations and maintain pricing integrity while coordinating cross-functional stakeholders (Customer Success, Sales Engineering, Renewals, and partners) to close and renew.

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FursaFursa
Darktrace
Darktrace
3 days ago

Expression of Interest - Account Executive - Expansion

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Source: Company careers pageValidated by: Fursa AI
Last checked: 3 days agoStatus: Live

Job Summary

Drive expansion within existing customers across the Los Angeles region (including Inland Empire and Orange County). Own upsell, cross-sell, and renewal opportunities by building account plans, running discovery to uncover underutilized value, and translating adoption and outcomes into compelling expansion narratives. Lead negotiations and maintain pricing integrity while coordinating cross-functional stakeholders (Customer Success, Sales Engineering, Renewals, and partners) to close and renew.
Location: Los Angeles
Workplace: Onsite
Employment Type: Full time
Job Function: Sales
Seniority: Mid level

Key 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 changed, what is underutilized, and where value can be increased.
  • •Engage multiple stakeholders (technical, business, financial, executive) to align and drive expansion decisions, partnering with Customer Success, Sales Engineering, Renewals, and partners.

Pay and Benefits

Salary: USD 200,000 - 250,000 annually

Key Requirements

  • •Proven success in B2B expansion, upsell, or account management sales, with a track record of driving growth and renewals within existing accounts.
  • •Experience managing and growing customer accounts (≤ $1B revenue), understanding stakeholder dynamics and buying processes.
  • •Strong consultative selling and discovery skills to uncover expansion opportunities and align them to business outcomes.
  • •Ability to multi-thread across stakeholders, build internal alignment, and maintain deal momentum in complex account environments.
  • •Commercial acumen in negotiation, value articulation, and protecting pricing integrity.
Experience:B2B expansionCybersecuritySaaS
Skills:Consultative sellingNegotiationCommunicationMulti-threadingAccount planning
Tech Stack:CybersecuritySaaS

Company Brief

Darktrace
Develops AI-driven cybersecurity solutions that detect, respond to, and neutralize cyber threats across cloud, email, network, and endpoint environments using machine learning and anomaly detection to protect enterprises globally.
Industry: Cybersecurity
Company Size: Enterprise (1,001+ employees)
Growth: Public Company
Valuation: Public Company (Market Cap in USD)
Funding: IPO / Publicly Listed
Headquarters: Cambridge, United Kingdom
Founded: 2013
WebsiteLinkedIn