Darktrace is an AI-native cybersecurity company developing autonomous detection and response solutions for network, email, cloud, endpoint, operational technology, and identity environments. Its ActiveAI Security Platform uses self-learning machine learning models to understand an organization’s normal activity, identify novel and subtle threats, and support real-time containment. The company serves enterprises and other organizations worldwide with cloud-native security products, threat investigation capabilities, incident readiness services, and integrations designed to strengthen cyber resilience.
Key Account Director, Cybersecurity Sales - Sydney Onsite
Lead strategic cybersecurity sales for Darktrace’s ASX100 customers and prospects in Sydney. Build executive relationships, manage complex pipelines, coordinate partners, and close high-value opportunities.
Description
- Manage strategic ASX100 customer and prospect accounts
- Discover opportunities, map account structures, and expand stakeholder relationships to achieve sales targets
- Own opportunities through the full sales cycle, from initial engagement to close, across new and existing clients
- Provide regular updates directly to senior leadership
- Coordinate with partners while building and managing an individual sales pipeline
- Generate and develop pipeline through direct prospecting, internal BDR collaboration, and strategic partner engagement
- Represent Darktrace in discussions about cybersecurity challenges and priorities for strategic opportunities
- Direct proof-of-concept initiatives for strategic-scale opportunities
- Develop and maintain pipeline while partnering on solution development
- Lead commercial negotiations with key partners
- Work with subject-matter experts and channel partners to address complex use cases
- Develop account maps and cultivate strategic relationships with executive stakeholders
- Operate autonomously with limited supervision and devise creative responses to immediate challenges
- Uphold strong standards of integrity and accountability
Requirements
- Bring deep knowledge of cybersecurity concepts and solutions
- Explain complex security challenges clearly and tailor solutions around customer value
- Build credibility and trust with senior decision-makers
- Qualify opportunities effectively and optimise sales pipelines
- Lead negotiations for high-value commercial agreements
- Navigate compliance considerations and strategic market positioning
- Demonstrate success building pipeline through direct prospecting and partner-led initiatives
- Align effectively with partners and use joint value propositions
- Show a successful full-cycle sales record in strategic, large-enterprise cybersecurity sales
- Maintain an existing network capable of establishing a client base within the first 6–9 months
- Communicate clearly and effectively
- Coordinate work across multidisciplinary teams and strategic partners
- Bring a proactive hunter mindset focused on creating new business
- Build rapport with senior executives and sustain long-term partner alignment
- Use CRM platforms and sales tools at an advanced level
Benefits
- Access opportunities to invest in skills, learning, and professional development
- Work for an equal opportunity employer
- Receive reasonable accommodations if you are a qualified individual with a disability