Darktrace is a global leader in AI for cybersecurity that keeps organizations ahead of the changing threat landscape every day. Founded in 2013, Darktrace provides the essential cybersecurity platform protecting nearly 10,000 organizations from unknown threats using its proprietary AI. The Darktrace Active AI Security Platform™ delivers a proactive approach to cyber resilience to secure the business across the entire digital estate – from network to cloud to email. Breakthrough innovations from our R&D teams have resulted in over 200 patent applications filed. Darktrace’s platform and services are supported by over 2,400 employees around the world. To learn more, visit http://www.darktrace.com. Job Description: シニア・アカウントエグゼクティブ（Senior Account Executive）職務内容シニア・アカウントエグゼクティブとして、担当テリトリーにおける新規ビジネスの成長を牽引し、新規顧客（ネットニュー）の獲得、戦略的アカウントの拡大、高付加価値案件の受注において中核的な役割を担っていただきます。リード創出から案件創出、提案、交渉、クロージングに至るまで営業プロセス全体を主体的にリードし、エンタープライズおよびミッドマーケット顧客に対して大規模かつ複雑な案件を推進します。また、社内のテクニカルチームおよびカスタマーサクセスチームと密接に連携し、既存顧客に対するアカウントプランを策定のうえ、アップセルおよびリニューアルビジネスの案件創出・推進を行います。あわせて、Darktrace独自のAIによるサイバーセキュリティソリューションを情報セキュリティ専門家および経営層に提案し、コンサルティング型営業および価値訴求を通じて継続的な売上成長を実現していただきます。シニアレベルの個人貢献者として、MEDDPICC等のセールスメソドロジーを活用しながら複雑な意思決定プロセスをマネジメントし、Cレベル（CISO、CTO、CIO等）とのリレーション構築を通じて、顧客のセキュリティ課題解決をリードする役割が求められます。主な職務・責任担当テリトリーにおける新規顧客獲得および既存顧客の拡張を通じ、四半期および年間売上目標を達成・超過するアウトバウンド営業、ネットワーキング、ターゲットアカウント戦略を通じて新規ビジネス機会を主体的に創出する複数ステークホルダーが関与する複雑な営業プロセスを管理し、経営層およびセキュリティ部門に対して価値訴求型の提案を実施する長期的な収益拡大を見据えたアカウント戦略を策定・実行するテクニカルチームおよびカスタマーサクセスチームと連携し、既存顧客のアカウントプランを策定し、アップセルおよびリニューアルビジネスの案件創出・推進を行う商談交渉、ディールストラクチャリング、契約交渉をリードし、クロージングまで推進する顧客の信頼できるアドバイザーとして、進化するサイバーセキュリティ課題への対応を支援する Technical Account Manager、Sales Engineering、Cyber Threat Analyst、Productチーム等と連携し、POV（Proof of Value）を含む価値提案を実施する CRMを活用し、パイプラインおよび売上予測を正確に管理する営業チームにおけるメンター・リーダーとしてベストプラクティスを共有し、全体戦略に貢献するポジションの魅力急成長できる環境サイバーセキュリティ市場に加え、急速に拡大するAIマーケットの最前線に関わることができるポジションです。高い学習意欲と適応力を持つ人材にとって、大きな成長機会があります。業界トップクラスの顧客と関わりながら、信頼されるアドバイザーとしてキャリアを加速できます。高いインパクトと報酬サイバーセキュリティは企業の最重要資産（データ、知的財産、ブランド）を守る領域であり、案件の影響力が非常に大きいことが特徴です。成果に応じた報酬とキャリア機会が提供されます。挑戦的かつ多様な業務顧客ごとに異なる課題やニーズに対応しながら、Cレベルや技術意思決定者との高度な営業経験を積むことができます。幅広い業界との接点金融、製造、医療、公共など多様な業界に対して価値提供を行い、長期的なパートナーシップを構築できます。応募要件・経験 5年以上のBtoBアウトバウンド営業経験（複雑なソフトウェアまたはソリューション営業）複雑な営業環境において継続的に売上目標を達成してきた実績サイバーセキュリティ、SaaS、またはエンタープライズソフトウェア分野での高額案件（6桁〜7桁規模）のクロージング経験が望ましい価値提案型営業およびコンサルティング営業に対する深い理解 MEDDPICC等の営業メソドロジーを用いてセールスプロセスを推進できる能力経営層への提案力、調達プロセスの理解、および高度な交渉力新規開拓（ハンティング）と既存アカウント拡張の双方で成果を上げた実績規制産業（金融、公共等）への営業経験があれば尚可高いコミュニケーション力、プレゼンテーション力、関係構築力 CRMおよび営業支援ツールを活用したパイプライン／フォーキャスト管理能力明確な営業プロセス・メソドロジーを持ち、新規開拓に対する強い意欲自己推進力、レジリエンス、競争意識を備えた方ビジネスレベルの英語力（会話・読み書き）があれば尚可成果主義・成長志向の環境において高いパフォーマンスを発揮できる方 Senior Account Executive Role Overview As a Senior Account Executive, you will play a key role in driving new business growth within your assigned territory, with a strong focus on acquiring net-new customers, expanding strategic accounts, and closing high-value deals. You will take ownership of the full sales cycle—from prospecting and pipeline generation to negotiation and closing—working with enterprise and mid-market customers on complex sales opportunities. In addition, you will work closely with Technical and Customer Success teams to develop and execute account plans for existing customers, driving upsell and renewal opportunities and ensuring long-term customer value. Leveraging Darktrace’s AI-powered cybersecurity solutions, you will engage with information security professionals and C-level stakeholders, delivering consultative, value-based sales engagements that address evolving cybersecurity challenges. As a senior individual contributor, you will be expected to apply structured sales methodologies such as MEDDPICC to manage complex decision-making processes and drive consistent revenue growth. Key Responsibilities Achieve and exceed quarterly and annual revenue targets through new customer acquisition and expansion of existing accounts Identify, develop, and drive new business opportunities through proactive outbound prospecting and strategic account targeting Manage complex, multi-stakeholder sales cycles, engaging both executive-level and technical decision-makers Develop and execute account strategies to drive long-term value and revenue growth Collaborate with Technical and Customer Success teams to create and execute account plans for existing customers, driving upsell and renewal opportunities Lead negotiations, structure deals, and manage contract discussions through to successful closure Act as a trusted advisor to customers, helping them navigate evolving cybersecurity challenges Partner with Technical Account Managers, Sales Engineering, Cyber Threat Analysts, and Product teams to deliver Proof of Value (POV) initiatives and tailored solutions Maintain accurate pipeline management and forecasting through CRM tools Contribute to the broader sales organization by sharing best practices and supporting team success Why Join Us Opportunity for Rapid Growth This role offers the opportunity to work at the intersection of the rapidly evolving cybersecurity industry and the fast-growing AI market. You will gain exposure to cutting-edge technology while developing your expertise and advancing your career as a trusted advisor to leading organizations. High Impact and Reward Cybersecurity is a mission-critical function, helping organizations protect their most valuable assets. Success in this role brings both high impact and strong recognition through performance-based rewards and career growth opportunities. Challenging and Dynamic Environment Each customer and sales cycle presents unique challenges. You will engage with C-level executives, technical decision-makers, and IT professionals while navigating complex buying processes and delivering tailored solutions. Broad Industry Exposure Work across a wide range of industries—including financial services, manufacturing, healthcare, and the public sector—building long-term relationships as a trusted cybersecurity partner. Qualifications & Experience 5+ years of outbound B2B sales experience in complex software or solution selling environments Proven track record of consistently achieving or exceeding sales targets Experience closing high-value deals (six-figure to seven-figure range preferred) Strong understanding of value-based and consultative sales approaches Ability to apply sales methodologies such as MEDDPICC to manage complex sales processes Strong ability to engage executive stakeholders, navigate procurement processes, and lead negotiations Demonstrated success in both new business acquisition and expansion within existing accounts Experience selling into regulated industries (e.g., financial services, government) is a plus Excellent communication, presentation, and relationship-building skills Proficiency in CRM and sales tools for pipeline and forecast management Strong self-motivation, resilience, and a results-driven mindset Passion for new business development and structured sales execution Business-level English proficiency is a plus Ability to thrive in a fast-paced, performance-driven environment 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. For over a decade, Darktrace has pioneered a proactive, AI-native approach to cybersecurity. Our passion, creativity and determination to succeed is helping us build something completely novel and extraordinary. Join us on our mission to keep our customers ahead of the changing cyber threat landscape every day.

Senior Account Executive.

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