VP Revenue Operations - Darktrace

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 8,400 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 Cambridge, UK, has conducted research establishing new thresholds in cyber security, with technology innovations backed by over 130 patents and pending applications. The company’s European R&D center is located in The Hague, Netherlands.

Headquartered in Cambridge, UK, Darktrace has more than 2,400 employees located globally. Customers include public sector agencies, education institutions, media, organizations supplying critical infrastructure, and businesses of all sizes worldwide.

The role

Reporting to our Chief Revenue Officer, the Vice President, WW Revenue Operations will be responsible for the strategy and execution of our Global GTM engine and will drive our ability to scale, enter new markets, and deliver great customer experiences.  Fostering an environment of improvement and efficiency, this leader must have a profound understanding of SaaS business operations of all Go-To-Market functions, and carry a growth mindset in order to develop, implement and execute revenue-focused strategies.

Direct reporting functions into this role include Field Operations, Partner Operations, Deal Desk, Systems and Tools, Strategy & Planning, Sales Compensation

This role requires someone who is passionate about developing individuals and teams to reach their full potential.

Key Duties & Responsibilities

• Play a key role as a strategic advisor in our annual growth planning and long-range plan development to set targets and quota allocation across each of our teams, define our go-to-market motion including compensation plan changes and territory planning and work with partners in HR and Finance to determine headcount and future investment needs.

• Design, implement and reinforce a successful sales model to meet or exceed bookings and revenue goals in alignment with the company’s core values. Manage overall sales processes, set appropriate metrics for sales funnel management, and accurately forecast monthly and quarterly bookings.

• Lead the strategic development of sales and marketing processes and initiatives to optimize customer acquisition, retention, and overall market positioning.

• Optimize the go-to-market technology stack, analyzing current tool utilization and data integrity while recommending changes that will help the team pull the right data to influence and enable key business decisions to be made. 

• Run the sales compensation plan design process. Establish and update current sales compensation programs, policies, and procedures to drive and incentivize the right behaviors.

• Drive improvements to reporting on sales quota attainment, pipeline through each stage of the funnel, and sales forecasting. Deliver analytics and insights to sales & finance leadership that measures key performance indicators.

• Partner with our Sales Enablement team to improve onboarding, skill building and training programs, along with other internal teams to design and implement end-to-end streamlined workflows focused on efficiency and productivity.

• Support go-to-market teams with renewals and deal strategy. Provide analytics and support the process to review account plans to retain and grow our customer base.

Qualifications & Experience

• Demonstrated history of success in senior leadership roles, preferably within the cybersecurity industry or a related field 

• 15+ years of relevant operations experience in high paced fast growth Enterprise software/SaaS companies. 

• Exceptional leadership skills with experience in managing diverse and remote teams.

• Excellent interpersonal and communication skills, with the ability to tell stories through data to advise and influence decisions in partnership with the Executive and Go-to-Market leadership teams.

• Proven track record of resilience, tenacity, and a “get it done” attitude, thriving under pressure while staying focused on delivering results.