Founded by mathematicians and cyber defense experts in 2013, Darktrace is a global leader in cyber security AI, delivering complete AI-powered solutions in its mission to free the world of cyber disruption. We protect more than 9,000 customers from the world’s most complex threats, including ransomware, cloud, and SaaS attacks.

Our roots lie deep in innovation. The Darktrace AI Research Centre based in our Cambridge, UK headquarters, has conducted research establishing new thresholds in cyber security, with technology innovations backed by over 130 patents and pending applications.

For more information on our cutting-edge technology, visit darktrace.com.

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. 

Sales Excellence Team Mission Statement:  

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. 

 

Key Responsibilities: 

Strategic Sales Process Leadership: 

  • 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. 

 

Performance Optimization: 

  • 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. 

Enablement Tools and Technology: 

  • 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  

Data-Driven Decision-Making: 

  • 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. 

 

Cross-Functional Collaboration: 

  • 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. 

Team Leadership and Development: 

  • 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. 

Experience: 

  • 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. 

Skills: 

  • 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. 

Benefits

  • 100% medical, dental and vision insurance, plus dependents
  • Paid parental leave
  • Pet insurance
  • Life insurance
  • Commuter benefits
  • 401(k)
  • Remote work model 

#LI-Hybrid

 

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