Expansion Account Executive

Darktrace

. Own and drive upsell, cross-sell, and renewal opportunities across an assigned book of accounts .

Posted 11/10/2026full-timeRemote • California • United StatesMid-LevelSenior💰 $120,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in B2B expansion and account management, with a strong focus on consultative selling, stakeholder engagement, and negotiation. Proven ability to drive growth and renewals while maintaining customer trust and delivering value through strategic account planning.

Highest-signal resume keywords

B2B ExpansionAccount ManagementConsultative SellingNegotiation SkillsStakeholder Engagement

ATS Keywords

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Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills

Account PlanningPipeline ManagementForecastingBusiness Case DevelopmentValue Articulation

Soft Skills

Strong CommunicationPresentation SkillsAttention to DetailResilienceAdaptability

Tools & Technologies

SaaS SolutionsCybersecurity Knowledge

Industry Keywords

UpsellCross-SellRenewal OpportunitiesStakeholder DynamicsBuying Processes

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

Own and drive upsell, cross-sell, and renewal opportunities across an assigned book of accounts
Build and execute account plans including whitespace, stakeholders, adoption, and risks
Manage the end-to-end expansion cycle, from opportunity identification through close and renewal
Conduct consultative discovery to identify what has changed, what is underutilized, and where value can be increased
Develop business cases and proposals aligned to customer outcomes
Lead negotiations while maintaining value and minimizing discounting
Build trusted relationships with existing stakeholders and expand influence across the buying group
Engage technical, business, financial, and executive stakeholders to drive alignment and decision-making
Translate adoption, usage data, and outcomes into compelling expansion narratives
Lead POVs and use-case expansions that demonstrate real value and drive decisions
Partner closely with Customer Success, Sales Engineering, Renewals, and partners to deliver a seamless customer experience

Requirements

What you’ll need

Proven success in B2B expansion, upsell, or account management sales roles, with a track record of driving growth and renewals within existing accounts
Experience managing and growing customer accounts (≤ $1B revenue), with an understanding of stakeholder dynamics and buying processes
Strong consultative selling and discovery skills, with the ability to uncover new opportunities within existing customers and align them to business outcomes
Demonstrated ability to multi-thread across stakeholders, build internal alignment, and maintain deal momentum even in complex account environments
Commercial acumen with strength in negotiation, value articulation, and protecting pricing integrity
Disciplined in account planning, pipeline management, and forecasting, with strong attention to detail and organizational skills
Strong communication and presentation skills, with the ability to clearly explain technical concepts and business value to diverse audiences
Working knowledge of cybersecurity, SaaS, or technical solutions, and the ability to position offerings within a customer’s broader environment
Proven ability to operate in cross-functional environments, partnering with Customer Success and technical teams to drive outcomes and growth
Resilient and adaptable, with the ability to manage competing priorities, navigate ambiguity, and balance growth with retention and customer trust