Senior Director, Sales Operations & Analytics

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:

About the Role

As the Sr Director of Sales Operations and Business Analytics, you will lead the regional sales operations teams and the business analytics function, together using data and actionable insights to capture market share, accelerate growth and drive productivity.

Reporting to the Global VP of Revenue Operations, this highly visible leader will work closely with Darktrace’s Chief Revenue Officer, and help solidify a vision, operating model and execution plan aligned to the company’s growth aspirations.  You will help lead the annual planning process as well as be the expert on all Sales performance metrics; building and owning dashboards and other reporting mechanisms to provide leadership with the information they need to understand their business and grow revenue.  This role will require you to help integrate what we sell, who we sell to, and how we sell across channels.  You must also be a leader that knows how to incorporate metrics to measure the impact of programs to give visibility to the improvement of sales and customer success.

Key Duties & Responsibilities

• Manage the regional sales operations teams who act as business partners and trusted advisors to sales leadership.
• Manage the GTM reporting and Analytics team who are responsible for providing actionable insights.
• Conduct ongoing analysis of our business and develop a deep understanding of key metrics needed to execute in a predictable and operationally effective and efficient manner.
• Drive cross-functional programs and initiatives to measure, accelerate and influence growth of Sales productivity.
• Partner with GTM leadership, Marketing, Finance, and other company functions to ensure alignment on key initiatives.
• Responsible for the execution of the fiscal planning in the field, including territory design, quota setting and coverage/org design.
• Act as a key stakeholder in the roll-out, adoption and roadmap development of Salesforce.com which Darktrace is in the process of implementing.
• Support executive deliverables such as board reviews, QBRs with key insights and executive level presentations.
• Drive adherence to Darktrace’s sales, forecasting and pipeline management process. Develop and evolve analytical frameworks to track progress to goal, identifying areas of strength/weakness and subsequent proposed solutions to ensure pipeline cleanliness, health and sufficiency goals are realized.
• Identify key opportunities for business improvement through combination of analytics, qualitative insights and good business sense. Deliver actionable results / recommendations for the business that accelerate growth.

Qualifications & Experience

• 10+ years of experience in Sales/Revenue operations
• 5 + years of people leadership experience
• Strong disposition to execution and self-driven to solve problems with thoughtful solutions.
• Strong knowledge/experience in the use of Salesforce.com and analytics tools such as PowerBI, Tableau, Qlik..
• Excellent communicator - You know how to create strong relationships across various departments and speak their language and together create world-class programs. You are comfortable engaging and collaborating at the executive and board level.
• Eager to learn - You are up to date on the latest industry standards and tools to support a fast-growing sales org and partner ecosystem.
• Collaboration – Cross functional alignment at all levels and building trusted relationships across the company.
• A challenger - You challenge the status quo with the goal of bringing in new innovative ideas and improving upon programs and processes.

Benefits:

• 100% medical, dental and vision insurance, plus dependents

• Paid parental leave

• Pet insurance Discount

• Life insurance

• Commuter benefits

• 401(k)

• Employee Assistance Program