Director, Sales Operations

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 

The Director of Sales Operations is a strategic leader responsible for driving operational excellence across the AMS sales organization. This role will oversee the development and execution of scalable processes, systems, and analytics that enhance sales productivity, improve forecasting accuracy, and support business growth. Reporting to the Senior Director of Sales Operations, the ideal candidate will be a data-driven strategist with deep expertise in sales performance, planning, and cross-functional collaboration. 

Key Duties & Responsibilities 

• Lead and manage AMS regional Sales Operations teams, serving as trusted advisors to sales leadership.  

• Conduct in-depth business analysis to identify key performance metrics and ensure operational efficiency and predictability, with a strong emphasis on attention to detail and data accuracy. 

• Deliver proactive, actionable recommendations based on analytics and business insights to drive revenue growth, identify trends, anomalies, and early indicators of risk or opportunity. 

• Drive cross-functional initiatives to accelerate sales productivity and support strategic growth. 

• Collaborate with GTM leadership, Marketing, Finance, and other departments to align key priorities and initiatives. 

• Responsible for the execution of annual fiscal planning in AMS, including territory design, quota setting, and coverage/org design. 

• Support executive deliverables such as board reviews, QBRs with key insights, all hands, and executive level presentations. 

• Ensure adherence to forecasting and pipeline management processes; support enforcement of pipeline hygiene; develop frameworks to monitor and report pipeline health and sufficiency as a leading indicator.  

• Lead adoption and optimization of CRM and sales technology tools, ensuring data integrity, user engagement, and meticulous attention to data quality and consistency. 

• Champion continuous improvement across sales processes, tools, and enablement programs, proactively identifying inefficiencies and opportunities through detailed data analysis. 

• Maintain a high standard of data accuracy and integrity by applying a detail-oriented approach to all aspects of sales operations; proactively monitor trends, anomalies, and potential risks to inform strategic decision-making. 

Qualifications & Experience 

• 10+ years of experience in Sales Operations or Revenue Operations.  

• 3 + years of leadership experience in managing high-performing teams and driving cross-functional initiatives.  

• Proven experience in the Cybersecurity or SaaS/Cloud software industry.

• Strong analytical skills with expertise in CRM systems (e.g., Salesforce) and BI tools (e.g., Tableau, Power BI).  

• Excellent communication and stakeholder management skills, with the ability to influence at all levels.  

• Experience in high-growth environments and scaling sales operations across regions or business units.  

• Strategic thinker with a bias for execution and a passion for operational excellence. 

Salary

$150,000-$210,000 base + bonus