Sr Director, Sales Strategy & Planning



Sales & Business Development
United States · Remote
Posted on Friday, February 9, 2024

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

About the Role

As the Sr Director of Sales Strategy and Planning, you will help transform and enable Darktrace’s Go-To-Market (GTM) organization to capture market share, accelerate growth and drive productivity.

Reporting to the SVP of Revenue Operations, this highly visible leader will work closely with Darktrace’s Chief Revenue Officer, and help solidify a vision, operating model and execution plan aligned to the company’s growth aspirations. You will lead our semi-annual planning process as well as be the expert on all Sales performance metrics; building and owning dashboards and other reporting mechanisms to provide leadership with the information they need to understand their business and grow revenue. This role will require you to help integrate what we sell, who we sell to, and how we sell across channels. You must also be a leader that knows how to incorporate metrics to measure the impact of programs to give visibility to the improvement of sales and customer success.

Key Duties & Responsibilities

  • Build and lead the GTM Planning team, which is responsible for the development and execution of the GTM strategy, segmentation, capacity, and coverage plan.
  • Conduct (ongoing) in-depth analysis of our business and develop a deep understanding of key value drivers to identify strategic growth opportunities and drive critical business decisions.
  • Drive cross-functional programs and initiatives to measure, accelerate and influence growth of Sales productivity.
  • Partner with GTM leadership, Marketing, Finance, and other company functions to build models that forecast near and long-term sales revenue, profit, and ROI.
  • Responsible for annual and semi-annual fiscal planning and execution, including org structure, financial goal setting, quota setting, and market segmentation,
  • Support executive deliverables such as Board Reviews, ‘All Hands’ meetings, and Exec QBRs with key insights and executive level presentations.
  • Define pipeline targets and track progress to goal, identifying areas of strength/weakness and subsequent proposed solutions to ensure pipeline coverage goals are realized.
  • Identify key opportunities for business improvement through combination of analytics, qualitative insights and good business sense. Deliver actionable results / recommendations for the business that accelerate growth.
  • Build and lead a Sales Intelligence team, which is responsible for GTM data integrity, data governance, analysis, insights, data science, reporting and information consumption.

Qualifications & Experience

  • 10+ years of progressive work experience in Operations and/or Consulting, with at least 3 years of direct experience in Strategy and Planning.
  • Strong disposition to execution and self-driven to solve problems with thoughtful solutions.
  • Excellent communicator- You know how to create strong relationships across various departments and speak their language and together create world-class programs. You are comfortable engaging and collaborating at the executive and board level.
  • Eager to learn- You are up to date on the latest industry standards and tools to support a fast-growing sales org and partner ecosystem.
  • Kind- You approach all peers, partners & customers with kindness and consideration.
  • A challenger- You challenge the status quo with the goal of bringing in new innovative ideas and improving upon programs and processes.


100% medical, dental and vision insurance, plus dependents

Paid parental leave

Pet insurance

Life insurance

Commuter benefits