Director of Sales, Darktrace
Sales Excellence + Tools
AI cybersecurity solutions
Be an early applicant
AI cybersecurity solutions
1001+ employees
Be an early applicant
1001+ employees
Company mission
To free the world from cyber disruption.
Role
Who you are
- 7+ years of experience in sales leadership, sales enablement, or related roles with a focus on strategic enablement and process adoption
- Proven track record in leading teams to drive measurable improvements in sales performance
- Extensive experience with Salesforce, sales analytics tools, and methodologies such as MEDDPICC
- Demonstrated ability to lead cross-functional initiatives and collaborate with executive leadership
- Exceptional leadership and team-building capabilities, with experience managing high-performing teams
- Exhibits a proactive mindset, embracing change with flexibility and openness
- Strong strategic thinking and problem-solving skills, with the ability to align sales strategies with business objectives
- Excellent communication and interpersonal skills, capable of influencing stakeholders at all organizational levels
- Proficiency in data analysis and translating insights into actionable strategies
- Deep understanding of sales enablement frameworks, tools, and methodologies
What the job involves
- The Director of Sales Excellence will lead strategic initiatives to enhance the performance, productivity, and efficiency of the sales organization. This leadership role will focus on driving the adoption and execution of sales processes, tools, and methodologies across all levels of the sales team globally.
- By overseeing the Sales Excellence Managers and collaborating with senior leadership, the Director will ensure alignment between enablement initiatives and broader business objectives to optimize sales effectiveness and deliver sustained success for go-to-market teams
- Enhancing sales effectiveness through ensuring adoption through tactical field enablement, continuous reinforcement, and ongoing support for both our sellers and sales leaders. We aim to optimize the sales process, drive revenue, and align with broader business priorities to ensure immediate adoption and the sustained success of our GTM teams
- Develop and oversee the implementation of standardized sales processes and methodologies, such as MEDDPICC, across the organization
- Evaluate and optimize sales processes to enhance efficiency and alignment with business objectives
- Partner with senior sales leadership to ensure sales processes support strategic goals and drive measurable outcomes
- Define, monitor, and analyze key performance indicators (KPIs) to evaluate sales effectiveness and identify opportunities for improvement
- Align to sales leadership and provide strategic insights and recommendations based on performance trends, data analysis and feedback from the field
- Oversee the creation and delivery of continuous enablement programs that reinforce sales processes and improve field adoption
- Identify opportunities to streamline and improve existing processes, workflows, and systems to enhance efficiency and productivity
- Collaborating with cross-functional teams to implement process improvements and ensure adoption
- Drive the strategy for integrating sales tools with enablement frameworks, ensuring seamless adoption and alignment with sales objectives
- Participate and be a leader in the evaluation and implementation of new tools to enhance sales productivity and efficiency
- Provide strategic oversight and guidance on tool adoption, training, and alignment with business priorities
- Preferred tool experience: SFDC, Salesloft, Gainsight, Clari, Gong, MindTickle
- Leverage sales performance data to identify trends, strengths, and opportunities for improvement
- Collaborate with cross-functional teams to align data-driven insights with sales and enablement strategies
- Ensure consistent reporting and communication of insights to leadership
- Act as the senior liaison between sales, marketing, BDR, partner organizations, and customer support teams to ensure alignment of sales enablement initiatives and communicating feedback from the field
- Lead high-impact cross-functional projects that advance the goals of the enablement organization and broader business priorities
- Foster an environment of collaboration, ensuring best practices and lessons learned are shared across teams
- This may involve implementing communication tools, promoting knowledge sharing, and fostering a culture of collaboration
- Support organizational change initiatives by providing training, resources, and guidance to the GTM teams, assisting the orgs as they adapt to new processes, technologies, or organizational structures
- Lead Sales Excellence Managers, ensuring their success in driving enablement initiatives and process adoption at the field level
- Build and maintain a high-performing team through strategic hiring, coaching, and career development initiatives
- Promote a culture of accountability, integrity, and excellence across the Sales Excellence function
- Establish a consistent global strategy for enablement initiatives while allowing flexibility to address regional-specific needs
Our take
With the rise of sophisticated cyberattacks, the need for cutting-edge defence mechanisms has never been more critical. Darktrace addresses this challenge by leveraging AI-enabled threat detection technology, enabling organisations to swiftly identify and respond to abnormal network activity.
By utilising machine learning algorithms, Darktrace allows businesses to combat a wide range of cyber threats, from data breaches to insider attacks. This safeguards their digital assets and helps them maintaining operational resilience.
The company's recent acquisition by private equity giant Thoma Bravo marks a significant milestone in its journey. The acquisition provides Darktrace with access to a strong financial partner and deep software sector expertise, positioning it to further enhance its capabilities as a leading AI cybersecurity business.
Steph
Company Specialist at Welcome to the Jungle
Insights
Few candidates hear
back within 2 weeks
Company
Funding (last 2 of 5 rounds)
Sep 2018
$50m
SERIES E
Jul 2017
$75m
SERIES D
Total funding: $230.5m
Company HQ
Cambridge, UK
Articles
Leadership
Poppy Gustafsson
(CEO)Previously a Corporate Controller at HP, a Fund Accountant at Amadeus Capital Partners and an Assistant Manager at Deloitte.
Jack Stockdale
(CTO)Co-founded Darktrace in 2013 and has served as the CTO since.
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