Director, Sales

Location: California (Remote), Denver Office, United States

Time Type: Full time

Job Description

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:

As an Enterprise Sales Director, you will lead a team of 6–7 Enterprise Account Executives operating as pure hunters focused on major accounts (organizations with annual revenues starting at $1B). You will be responsible for building a scalable and repeatable acquisition engine—focused on pipeline creation, disciplined execution, and consistent overachievement.

This role requires a hands-on leader with a strong hunter mindset who thrives in fast-paced, high-growth environments and is passionate about winning new business.

Key Duties & Responsibilities

• Hire, lead, coach, and develop a team of 6–7 Enterpise Account Executives focused on net-new logo generation in our highest revenue segmentation

• Build and execute regional acquisition strategies to exceed revenue targets and accelerate market expansion in major accounts

• Establish a predictable pipeline generation engine through outbound prospecting, SDR alignment, marketing programs, and networking

• Drive disciplined execution across the full sales cycle—from prospecting and qualification through negotiation and close in complex environments

• Coach best practices for the sales cycle end-to-end, from prospecting and qualifying leads to negotiating and closing major deals. Teach upsell and expansion opportunities within key accounts

• Actively engage in strategic deals to accelerate win rates and support large deal execution

• Build strong relationships with C-level executives, CISOs, and senior IT decision-makers

• Deliver and reinforce value-based selling approaches that clearly articulate business impact and ROI

• Partner cross-functionally with SDRs, Marketing, Channel, and Solutions Engineering leaders and teams to support impactful customer engagements and POVs

• Maintain strong pipeline hygiene and accurate forecasting through CRM systems (e.g., Salesforce)

• Standardize and enforce best practices across prospecting, discovery, POV execution, and closing

• Represent Darktrace in key prospect meetings, industry events, and regional engagements

Experience & Qualifications

• 10+ years of B2B sales experience with a strong track record of new logo acquisition and quota attainment selling into major accounts

• 5-8 years of proven success in outbound, hunter-led sales environments, in a leadership capacity

• Experience selling complex software solutions (cybersecurity or regulated industries preferred)

• Experience selling into Enterprise organizations over $1B in annual revenue

• Demonstrated ability to manage full-cycle sales processes and close high-value deals

• Strong value-based selling skills with the ability to engage and influence executive stakeholders

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

• Familiarity with channel partners and indirect sales models preferred

• Proficiency with CRM and sales technologies (e.g., Salesforce)

• Excellent communication, presentation, and negotiation skills

Compensation Range: $160, 000- $200,000 base - 50/50

Benefits:

• 100% medical, dental and vision insurance, plus dependents

• Paid parental leave

• Pet insurance Discount

• Life insurance

• Commuter benefits

• 401(k)

• Employee Assistance Program

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.

Employment with Darktrace is at-will, meaning either the employee or Darktrace may terminate the employment relationship at any time, with or without cause or notice, except where prohibited by law or governed by a separate written agreement.