{"id":2942951,"url":"https://alion.io/job/darktrace-account-executive-8","title":"Account Executive","company":{"id":148,"name":"Darktrace","domain":"darktrace.com","url":"https://alion.io/company/darktrace","size_band":"1001-5000","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Workday","truth_index":{"grade":"B","score":82,"open_postings":13,"ghost_share":0.077,"stale_share":0.385,"repost_share":0.231,"time_to_fill_p50_days":34,"computed_at":"2026-10-27T05:46:45Z"}},"role":"Sales","role_family":"Sales","seniority":null,"employment_type":"full_time","work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Austria"],"countries":["AT"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":{"min_usd":39000,"max_usd":99000,"period":"year","method":"role_country_seniority_unknown","sample_n":488},"experience_years_min":null,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"Darktrace","optional":false}],"status":"live","first_seen_at":"2026-10-20T17:54:23Z","employer_posted_date":"2026-10-20","last_verified_at":"2026-10-28T00:11:43Z","board_verified":true,"closed_at":null,"days_open":7,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":7},"description":"Darktrace is a global leader in AI-driven cybersecurity, helping organizations stay ahead of evolving threats every day.\nDarktrace 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.\nAt 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.\nWe 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.\nOur Values: Own It | Win as One | Raise Our Bar | Move First. Learn Fast\n\nJob Description:\nAs an Acquisition Account Executive, you will be responsible for driving net-new customer acquisition within the mid-market segment (organisations typically under $1B in revenue) -the core of our business. This role is focused on creating pipeline, opening new accounts, and closing new business.\nSuccess in this role requires the ability to generate demand, establish credibility quickly with new prospects, and guide customers through complex and often ambiguous buying processes. You will operate with a high degree of ownership over your territory, consistently building momentum through proactive prospecting and disciplined execution.\nThe ideal candidate thrives in early-stage sales, demonstrates resilience, curiosity, and urgency, and is energised by prospecting, competition, and solving hard problems. They are comfortable engaging senior decision-makers without prior relationships, leading with insightful discovery and value-based conversations, and turning skepticism into customer conviction.\n\nThis position will be based remotely in Vienna, Austria. Please submit your CV in English.\nWhat will I be doing:\nNew Business Acquisition & Territory Ownership\nOwn and drive net-new logo acquisition across an assigned mid-market territory\nProactively identify, prospect, and develop new business opportunities through outbound and inbound activity\nTake full accountability for pipeline creation, territory performance, and target attainment\nFull-Cycle Sales Execution\nManage the entire sales cycle (360°) from prospecting through close\nLead discovery conversations focused on customer risk, environment, and business priorities\nTailor messaging and solutions based on customer needs and insights gathered\nDevelop proposals, handle objections, negotiate effectively, and close new business\nPipeline Generation & Management\nBuild and sustain a consistent, high-quality pipeline through disciplined prospecting\nMaintain strong pipeline coverage while actively progressing deals\nApply rigorous qualification standards and protect deal quality and pricing integrity\nMaintain accurate forecasting, reporting, and CRM hygiene\nCustomer Engagement & Value Selling\nEngage senior stakeholders (e.g., CISOs, CIOs, IT leaders) with credibility and clarity from first interaction\nTranslate complex technical concepts into clear business value and outcomes\nPosition solutions within the customer’s environment and competitive landscape\nBuild trust quickly through strong communication, curiosity-led discovery, and practical insights\nProof of Value (POV) & Deal Progression\nDefine clear success criteria tied to customer outcomes before POVs\nLead POVs and demonstrations as decision-driving milestones, not just technical exercises\nMaintain momentum across long or non-linear buying cycles, driving toward clear decisions\nCross-Functional Collaboration\nPartner closely with SDRs, Marketing, Channel, and technical teams to generate and progress opportunities\nCollaborate with internal experts to deliver compelling demonstrations and technical validation\nLeverage events, partners, and creative outreach to expand reach into new accounts\nWhat experience do I need: \nFluent in German & English\nProven success in full-cycle B2B new business sales, with a strong track record of closing net-new logos\nDemonstrated ability to build pipeline from scratch, prospect into cold accounts, and sustain activity regardless of short-term results\nExperience selling into mid-market organisations (≤ $1B revenue) with an understanding of their buying dynamics and constraints\nStrong discovery and value-selling skills, with the ability to ask insightful questions, uncover customer priorities, and align solutions to business outcomes\nAbility to establish executive-level credibility early, communicating effectively with both technical and non-technical stakeholders\nSkilled in objection handling, negotiation, and navigating complex or ambiguous sales cycles with resilience and persistence\nTrack record of operating in target-driven, high-growth environments, maintaining focus and momentum even in the face of rejection or long deal cycles\nSolid commercial judgment and discipline, including pipeline management, forecasting, and deal qualification\nWorking knowledge of cybersecurity, SaaS, or technical solutions, with the ability to position offerings within a broader ecosystem\nStrong collaboration skills, with experience working across cross-functional teams and partner channels\nProficiency with CRM and sales tools, with a structured and organised approach to managing territory and pipeline\n\nAs a growing business strengthening its governance and controls, this role plays a part in supporting high standards of integrity and accountability.\n\nDarktrace 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.\nDarktrace is committed to providing reasonable accommodations to qualified individuals with disabilities in accordance with applicable laws. 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