Job Application for SMB Account Executive at Darktrace

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Darktrace has more than 2,500 employees located globally. Founded by mathematicians and cyber defence experts in 2013, Darktrace is a global leader in cyber security AI, delivering complete AI-powered solutions in its mission to free the world of cyber disruption.

For over a decade, Darktrace has pioneered a proactive, AI-native approach to security. Our roots lie deep in innovation. The Darktrace AI Research Centre based in Cambridge, UK, has conducted research establishing new thresholds in cybersecurity, with technology innovations backed by over 200 patents and pending applications.

Today, Darktrace is a global leader in cybersecurity AI, delivering the essential cybersecurity platform to protect organisations today and for an ever-changing future.

The SMB Account Executive is responsible for driving sales and building strong customer relationships with small to medium-sized businesses. This role involves identifying potential customers, understanding their needs, and offering tailored solutions to meet their goals. The SMB Account Executive manages the entire sales cycle, from prospecting and qualifying leads to closing deals within their assigned territory. They collaborate with internal teams to ensure customer satisfaction and retention, while consistently meeting or exceeding sales targets. Reporting into the regional Sales Director, they work alongside fellow reps to achieve quarterly revenue targets and support organizational growth. This is a hybrid position, required to be in office Tuesday-Thursday.

Key Duties & Responsibilities

Market Research and Analysis: Conduct in-depth research on industry trends, competitor landscape, and emerging technologies to identify potential business opportunities; quickly and thoroughly develop knowledge of your target prospects to create value-centric and personalized messaging. 
Lead Generation and Prospecting: Proactively identify and qualify new business leads through target outreach, networking, and engagement with key stakeholders. 
Relationship Building: Establish and nurture strong relationships with key decision-makers and influencers in the cybersecurity and technology space. Act as the liaison between Darktrace and potential clients, understanding their needs and articulating the unique value proposition of Darktrace's solutions.
Reporting and Analysis: Maintain accurate and up-to-date records of business development activities using our CRM; generate regular reports and analysis on key performance metrics, providing insights for continuous improvement.
Closing: Achieve quarterly revenue targets through the acquisition of new accounts within your assigned territory.
Cybersecurity Industry Knowledge: Strong foundation of understanding cybersecurity concepts and the ability to explain how Darktrace products mitigate basic security challenges to customers, with guidance.

Qualifications & Experience

At least two years of outbound B2B sales experience selling complex software; past success selling into a highly regulated market is strongly preferred.
Confident, polished communicator with a proven ability to build strong professional relationships.
Proficiency in sales tools such as ZoomInfo, Salesloft, LinkedIn Sales Navigator and Salesforce.
Understand basic pipeline management concepts and monitor sales activities.
Ability to collaborate with technical teams.
Closing experience is preferred but not essential.

Benefits

100% medical, dental and vision insurance, plus dependents
Paid parental leave
Pet insurance
Life insurance
Commuter benefits
401(k)

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Darktrace is an equal opportunities employer and is committed to ensuring Darktrace is the best place for everyone, regardless of background, to build their career. We invite applicants to share their demographic background. [This is an entirely voluntary aspect of the process and whether you choose to provide the data or not will have no bearing on your chances of success in the recruitment process and equally any demographic data that you do provide will have no bearing on your chances of success in the recruitment process.] This information will not be available to hiring managers during the recruitment process.

If you choose to complete this survey, your responses may be used to identify areas of improvement in our recruitment process to further our Diversity, Equity & Inclusion goals. https://darktrace.com/legal/privacy-policy

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SMB Account Executive

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Demographic Questions (US)