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About the Role
This role focuses on growing and developing relationships within Darktrace's existing customer base, targeting organizations with revenues up to $1B. The primary goal is to increase value delivery, expand adoption, and build long-term commercial partnerships through upsell, cross-sell, and renewals in a strategic, consultative sales capacity.
Responsibilities
- Own the commercial growth of an existing portfolio of mid-market customers, driving expansion, upsell, cross-sell and renewals
- Develop strategic account plans that identify whitespace, key stakeholders, adoption opportunities and potential risks
- Run the full expansion sales cycle, from identifying an opportunity through discovery, business case development, negotiation and close
- Build trusted relationships across technical, commercial, financial and executive stakeholders
- Use customer outcomes, adoption and usage insights to identify where we can create additional value
- Develop compelling commercial proposals that connect our technology to the customer’s priorities and business challenges
- Identify opportunities to expand into new use cases, teams, business units and geographies
- Maintain a healthy pipeline and deliver accurate, data-led forecasting
- Lead Proof of Value and use-case expansion conversations that demonstrate measurable customer outcomes
- Partner closely with Customer Success, Sales Engineering, Renewals and our Partner organisation to create a joined-up customer experience
- Contribute to QBRs and account reviews, identifying both growth opportunities and potential risks
Requirements
- Demonstrated success growing existing B2B customer relationships
- Enjoy combining commercial thinking with consultative selling
- Experience in B2B sales, account management or expansion sales, with responsibility for growing existing customers
- A track record of delivering revenue through upsell, cross-sell and/or renewals
- Strong discovery skills and the ability to uncover opportunities beyond an initial customer use case
- Experience navigating complex accounts and multi-threading across different stakeholders
- Strong commercial and negotiation skills, with the confidence to articulate value and protect pricing
- A structured approach to account planning, pipeline management and forecasting
- The ability to use customer data, adoption insights and outcomes to build a compelling business case
- Strong communication and presentation skills
- The ability to work cross-functionally while balancing growth ambitions with long-term customer value and retention
- Professional fluency in both German and English
Skills
- Commercial thinking
- Consultative selling
- B2B sales
- Account management
- Expansion sales
- Upsell
- Cross-sell
- Renewals
- Discovery
- Negotiation
- Account planning
- Pipeline management
- Forecasting
- Business case development
- Communication
- Presentation
- Cross-functional collaboration
Location
- Munich
- London
Work Type
- Hybrid, 2–3 days per week in the office
Experience Level
- Mid-market customers
- Experience in B2B sales, account management or expansion sales
About the Company
- 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.
- 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
- As a growing business strengthening its governance and controls, this role plays a part in supporting high standards of integrity and accountability.
Equal Opportunity
- Darktrace 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.
- Darktrace is committed to providing reasonable accommodations to qualified individuals with disabilities in accordance with applicable laws. If you require a reasonable accommodation to participate in the application or interview process, please contact your Talent Partner.