Enterprise Sales Director, ANZ

Darktrace is a global leader in AI-driven cybersecurity, helping organizations stay ahead of evolving threats every day.

Darktrace was built on a genuinely differentiated idea: that Adaptive AI could detect and respond to novel, real-time cyber threats. That approach matters more than ever in the era of AI.  Today, our customers depend on us to stay ahead.

At Darktrace, we are energized by that responsibility.  We work across teams and rally around a shared goal. We own outcomes end to end - step in, step up and see things through without waiting to be asked.   We make decisions with urgency, say the hard thing, and hold each other to high standards with care and directness. We move first and learn fast anticipating where our customers are going next, continuously challenging ourselves.  

We invest in the skills, learning and opportunities that help people deliver at the level their roles demand, and reward the aptitude and curiosity to grow beyond them. 

Our Values: Own It | Win as One | Raise Our Bar | Move First. Learn Fast 

Job Description:

Job Summary
As a Sales Director, you will oversee and manage a team of Account Executives within a region, developing plans to meet sales targets, building and maintaining relationships with clients, and ensuring the sales team operates efficiently. Your responsibilities will include leading, managing, and motivating an enterprise sales team, developing and executing comprehensive sales strategies, overseeing the end-to-end sales process, and collaborating with internal teams to enhance overall customer experience. This role demands strong leadership, strategic thinking, and the ability to provide creative solutions to complex issues.
 

Key Duties & Responsibilities
 

• Lead, manage, and motivate an enterprise sales team to achieve sales goals and deliver exceptional results. Provide coaching, guidance, and professional development opportunities to individual reps; assist in recruiting, staffing, and onboarding activities to grow and maintain a high-performing team.
• Develop and execute comprehensive sales strategies that align with Darktrace's business objectives and target enterprise accounts. Identify market opportunities, competitive landscape, and customer needs to drive sales growth.
• Oversee the end-to-end sales process, including prospecting, lead generation, qualification, proof-of-value (POV) design/deployment, proposal development, negotiation, and closing deals. Collaborate with internal teams to ensure seamless execution and delivery of Darktrace's solutions; identify gaps and propose ongoing process improvements to enhance efficiency.
• In partnership with Sales Ops, provide accurate sales forecasts, pipeline reports, and other sales-related metrics to senior management. Continuously monitor and analyze sales performance, making necessary adjustments to achieve targets.
• Collaborate with business development, marketing, SMEs, channel managers, renewals, and customer success teams to align strategies, share insights, and enhance overall customer experience.

Qualifications & Experience
 

• 3+ years of recent experience leading enterprise or commercial/mid-market sales reps in a fast-paced, matrixed environment. Sales management in computer and network security is strongly preferred.
• 5+ years of full-cycle, B2B sales experience in complex software or security; a successful track record of winning new business at the enterprise and strategic level.
• Demonstrated success in forecasting, territory account mapping, research and planning, and running discovery meetings for key/strategic accounts.
• Excellent communication skills: the ideal candidate will be a natural storyteller with the ability to articulate complex ideas and engage varied audiences with ease.
• Ability to work autonomously while also collaborating with multi-disciplined teams.
• Bachelor’s degree or equivalent professional experience.
• Expert understanding of complex security challenges and the ability to articulate how advanced product features mitigate these challenges.
• Proficient in leveraging CRM and sales tools to enhance business processes and outcomes.
• Strong negotiation skills, supporting the team in negotiating complex deals for customer satisfaction and profitability.
• Ability to navigate complex compliance and regulatory landscapes, advising others on best practices and implications.

As a growing business strengthening its governance and controls, this role plays a part in supporting high standards of integrity and accountability. 

Darktrace is an Equal Opportunity Employer. We consider all qualified applicants for employment without regard to race, color, religion, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity or expression, national origin, age, disability, genetic information, marital status, veteran or military status, or any other characteristic protected by applicable federal, state, or local law.

Darktrace is committed to providing reasonable accommodations to qualified individuals with disabilities in accordance with applicable laws. If you require a reasonable accommodation to participate in the application or interview process, please contact your Talent Partner.