Director, Sales

This is a fully remote position, open to applicants in California, +1 more state.

📋 Description

• Recruit, lead, mentor, and nurture a team of 6–7 Enterprise Account Executives dedicated to acquiring new logos.

• Develop and implement regional acquisition strategies aimed at surpassing revenue goals and enhancing market growth in key accounts.

• Create a reliable pipeline generation system through outbound prospecting, alignment with SDRs, marketing initiatives, and networking.

• Ensure disciplined execution throughout the entire sales process, from prospecting and qualification to negotiation and closing.

• Provide coaching on best practices for the complete sales cycle, including upselling and expansion opportunities.

• Actively participate in strategic deals to improve win rates and facilitate the execution of large contracts.

• Cultivate relationships with C-level executives, CISOs, and senior IT decision-makers.

• Promote and reinforce value-based selling techniques that highlight business impact and ROI.

• Collaborate across departments with SDRs, Marketing, Channel, and Solutions Engineering teams.

• Ensure pipeline integrity and precise forecasting using CRM systems like Salesforce.

• Standardize and uphold best practices in prospecting, discovery, POV execution, and closing.

• Represent Darktrace in prospect meetings, industry conferences, and regional activities.

⛳️ Requirements

• Over 10 years of B2B sales experience with a robust history of acquiring new logos and achieving quotas in major accounts.

• 5-8 years of demonstrated success in outbound, hunter-led sales environments, particularly in a leadership role.

• Experience in selling intricate software solutions, preferably in cybersecurity or regulated sectors.

• Proven experience in selling to Enterprise organizations with annual revenues exceeding $1B.

• Ability to manage full-cycle sales processes and close high-value transactions effectively.

• Strong value-based selling capabilities, with the ability to engage and influence executive stakeholders.

• Experience in building, scaling, and managing a defined territory and pipeline.

• Familiarity with channel partners and indirect sales models is preferred.

• Proficient in CRM and sales technologies (e.g., Salesforce).

• Exceptional communication, presentation, and negotiation abilities.

🏝️ Benefits

• Comprehensive medical, dental, and vision insurance, including coverage for dependents.

• Paid parental leave.

• Pet insurance discount.

• Life insurance coverage.

• Commuter benefits.

• 401(k) plan.

• Employee Assistance Program.