Account Executive - Acquisition

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. That approach matters more than ever in the era of AI. Today, 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 FastJob DescriptionAs 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.Success 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.The 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.This position will be based remotely in Zurich, Switzerland.What will I be doing:New Business Acquisition Territory OwnershipOwn and drive net-new logo acquisition across an assigned mid-market territoryProactively identify, prospect, and develop new business opportunities through outbound and inbound activityTake full accountability for pipeline creation, territory performance, and target attainmentFull-Cycle Sales ExecutionManage the entire sales cycle (360°) from prospecting through closeLead discovery conversations focused on customer risk, environment, and business prioritiesTailor messaging and solutions based on customer needs and insights gatheredDevelop proposals, handle objections, negotiate effectively, and close new businessPipeline Generation ManagementBuild and sustain a consistent, high-quality pipeline through disciplined prospectingMaintain strong pipeline coverage while actively progressing dealsApply rigorous qualification standards and protect deal quality and pricing integrityMaintain accurate forecasting, reporting, and CRM hygieneCustomer Engagement Value SellingEngage senior stakeholders (e.g., CISOs, CIOs, IT leaders) with credibility and clarity from first interactionTranslate complex technical concepts into clear business value and outcomesPosition solutions within the customer's environment and competitive landscapeBuild trust quickly through strong communication, curiosity-led discovery, and practical insightsProof of Value (POV) Deal ProgressionDefine clear success criteria tied to customer outcomes before POVsLead POVs and demonstrations as decision-driving milestones, not just technical exercisesMaintain momentum across long or non-linear buying cycles, driving toward clear decisionsCross-Functional CollaborationPartner closely with SDRs, Marketing, Channel, and technical teams to generate and progress opportunitiesCollaborate with internal experts to deliver compelling demonstrations and technical validationLeverage events, partners, and creative outreach to expand reach into new accountsWhat experience do I need:Fluent in German EnglishProven success in full-cycle B2B new business sales , with a strong track record of closing net-new logosDemonstrated ability to build pipeline from scratch , prospect into cold accounts, and sustain activity regardless of short-term resultsExperience selling into mid-market organisations (≤ $1B revenue) with an understanding of their buying dynamics and constraintsStrong discovery and value-selling skills , with the ability to ask insightful questions, uncover customer priorities, and align solutions to business outcomesAbility to establish executive-level credibility early , communicating effectively with both technical and non-technical stakeholdersSkilled in objection handling, negotiation, and navigating complex or ambiguous sa