Manager of Quota & Capacity Planning



Chicago, IL, USA
Posted on Wednesday, October 18, 2023

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.

This is an excellent opportunity to join a fast-growing company, named one of TIME magazine’s “Most Influential Companies” for 2021 and one of Fast Company’s “Most Innovative AI Companies” in 2022. For more information on our cutting-edge technology, visit

Job Summary

Our growing, global Sales Ops team is seeking a Manager of Quota & Capacity Planning to develop and drive our quota/compensation design strategy. The successful candidate will act as an operational leader and thought partner to key internal stakeholders, and directly enable the success and revenue growth of our strategic sales team. This is a crucial, individual contributor position reporting in the Global Director of Sales Operations and Analytics.

Location: US or London

Key Duties & Responsibilities

  • Closely partner with Sales Operations & Leaders in each of our verticals to understand their GTM model and what opportunities exist to enhance our current compensation structure & territory design.
  • Develop the quota/compensation design strategy in partnership with Sales, Operations & our Compensation team, ensuring plan components are measurable and incentivize the right behaviors.
  • Ensure teammates get compensation plans in a timely manner and that we can deliver plans to our active commissionable teams in the first 30-45 days of our new fiscal year.
  • Partner with our commissions team to design and manage reports, analyses, forecasts, and attainment/compensation dashboards.
  • Partner with enablement team to ensure all commissionable roles understand their plan and how to optimize their plan to reach their goals.
  • Develop a quota methodology based on your plan design and model out various capacity models and quotas to ensure we meet our financial plan.
  • Drive & project manage the annual territory planning process – building scalable models that encompass historical data & the impact of account changes/re-assignments.
  • Develop and own concurrent data reporting projects and models to help drive insights for the regional ops teams
  • Drive on-going capacity planning and refinement efforts.
  • Partner with our commissions teammate to ensure our systems are set up to pay our commissionable roles accurately.
  • Proactively identify opportunities for sales process improvement or significant business impact

Qualifications & Experience

  • 4+ years of professional experience in Sales Operations/Strategy, with a focus on quota and commission planning.
  • Strong analytical skills and ability to interpret sales data and metrics effectively.
  • Expert in excel and previous experience working with Salesforce.
  • Experience with R, Python, SQL, & PowerBI (or similar analytical packages) a plus.
  • Proficiency in CRM software and sales automation tools; experience supporting the implementation of a CRM or other sales tools is a plus.
  • Excellent organizational and project management skills.
  • Strong communication and interpersonal abilities; effective storyteller who can engage an audience.
  • Experience in developing and implementing sales processes and strategies.
  • Knowledge of sales forecasting and planning methodologies.
  • Ability to thrive in an urgent, and evolving environment.
  • Bachelor's degree from an accredited university.


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