Darktrace

• The Director, CX Programmes drives the execution and day-to-day management of strategic and operational programmes that improve Darktrace’s ability to deliver customer outcomes effectively and efficiently at scale. • Reporting to the VP of Customer Experience Programmes, this role translates CX strategy into structured, well-governed programmes and works cross-functionally with Customer Success, Sales, Product, Enablement, HR, and Operations to orchestrate results. • This role is the operational backbone of the CX Programmes function — building and optimising company-wide CX processes, developing lifecycle frameworks and playbooks, and managing the delivery of priority initiatives on behalf of the VP. • The Senior Manager / Director acts as a trusted advisor to regional CX leaders, providing relevant and timely insights that inform their strategies, while ensuring cross-functional alignment on the programmes that matter most to customer retention and growth.

• Identify, develop, and close business opportunities • Own the full sales cycle for enterprise and mid-market-level accounts • Establish and work with partners in your territory • Present and demonstrate Darktrace's cyber threat defense solutions to CISOs and information security experts • Attend marketing events and security conferences

• Own the full sales cycle for enterprise-level accounts, encompassing the entire 360 sales process • Establish and work with partners in your territory • Present and demonstrate Darktrace's cyber threat defense solutions to CISOs and information security experts • Attend marketing events and security conferences • Close the largest deals in the business with the support of a dedicated SDR team for lead generation • Collaborate with in-house technical experts to present and demonstrate cutting-edge threat defense solutions to key stakeholders

Role Description As a Senior Solutions Engineer on the Acquisition Team, you will partner with Account Executives to drive net-new business and lead the technical sales process from discovery through evaluation, solution design, and business justification. In this customer-facing pre-sales role, you will serve as a trusted advisor, uncovering customer challenges, align Darktrace’s AI-powered platform to their needs, and demonstrate measurable security and business outcomes. Through technical discovery, solution architecture, and value-driven storytelling, you will translate complex cybersecurity risks into clear impact across network, cloud, and hybrid environments. Key Responsibilities - Technical Ownership - Lead all technical aspects of new business deals from discovery to close, owning momentum and progression at each stage. - Build early credibility with Security, IT, and Cloud stakeholders. - Drive technical win strategy and guide solution validation. - Discovery & Value Alignment - Align solutions to SOC workflows (triage, investigation, response). - Lead structured discovery aligned to MEDDPICC, identifying pain, impact, and urgency. - Translate requirements into solution designs aligned to ROI and business outcomes. - Solution Design - Architect scalable solutions across Darktrace’s platform (Network, Email, Cloud, Identity, Endpoint, ASM, PEM, IRR). - Advise on deployments, integrations (SIEM, SOAR, EDR), and visibility (SPAN/TAP, APIs). - Clearly communicate trade-offs (performance, cost, coverage). - Ensure solution design supports fast deployment and meaningful evaluation outcomes. - Customer Engagement - Deliver high-impact demos and technical storytelling to SOC teams, leaders, and executives. - Translate complex cybersecurity concepts into clear, outcome-driven narratives for both technical and executive audiences. - Handle objections and position against competitors. - Deal Strategy & Collaboration - Partner with AEs to qualify opportunities, mitigate risks, and progress pipeline. - Collaborate with Sales, Product, Engineering, and Customer Success to resolve blockers and accelerate deals. - Share market feedback to improve product and go-to-market strategy. Qualifications - Background in pre-sales/solutions engineering in cybersecurity or SaaS with a track record of supporting net-new business. - Strong knowledge of networking, cloud (AWS/Azure/GCP), and security architectures. - Experience with SOC tools (SIEM, SOAR, EDR/XDR) and hybrid environments. - Ability to design solutions, run demos/PoCs, and influence diverse stakeholders. - Strong communication, consultative selling, and business acumen. - Fundamental understanding of AI technologies (LLM, ML, NLP). - Bachelor’s degree or higher preferred (or equivalent experience). - Relevant Cloud, Security, and/or AI certifications are a plus. - Operates with urgency, ownership, and a bias for execution. Compensation Total on-target earnings (base salary + commission) of up to $230,000. Final compensation will be based on factors including experience, skills, and geographic location. Benefits - 100% medical, dental and vision insurance, plus dependents. - Paid parental leave. - Pet insurance discount. - Life insurance. - Commuter benefits. - 401(k). - Employee Assistance Program.

• Drive new business acquisition by identifying and closing net-new logo opportunities within your assigned territory. • Develop and execute strategic sales plans to expand market presence and exceed revenue targets. • Self-generate leads through targeted outreach, networking, and leveraging marketing and inside sales support. • Engage and present Darktrace’s cybersecurity solutions to key stakeholders, including CISOs, IT leaders, and security professionals. • Own the sales cycle end-to-end, from prospecting and qualifying leads to negotiating and closing deals. • Upsell and expand within accounts by identifying additional opportunities for Darktrace’s solutions. • Collaborate cross-functionally with technical teams, including Solutions Engineers, Technical Account Managers, and Cyber Threat Analysts, to deliver tailored demos and Proof of Values (POVs). • Maintain accurate pipeline management using CRM tools and provide regular sales forecasts.

• Develop a phased CX Metrics dashboard strategy. Start by delivering initial core metrics for each CCO function (Professional Services, Customer Success, Analyst Services, Support) and then build out a more robust dashboard and insights framework over time • Investigate and map CX data across multiple systems (including Salesforce, Gong, and proprietary applications) to identify which fields and field combinations are needed to produce each desired metric • Partner with IT, Application, and Data Warehouse teams to get access to source data, while owning the CX-layer logic for how that data is structured, transformed, and used for operational reporting • Perform hands-on data transformation and cleansing as an interim solution for immediate business needs and migrate to the data warehouse solution as that source evolves to meet the business needs • Design and build automated dashboard feeds that pull data from multiple systems into a single view of CX leading indicators and performance metrics • Become the CX organization's go-to person on data lineage, data quality, and source-system quirks. Proactively identify and resolve data integrity issues that affect metric accuracy • Work through ambiguous data situations by talking to people across departments, piecing together undocumented logic, and documenting the resulting data definitions and calculation methods • Share insights and recommendations from the dashboards with CX leaders and functional teams. This role is not just about building reports; we need you to surface trends, flag anomalies, and identify opportunities for improvement • Build and maintain a CX metrics catalog that documents the standard metrics for each CCO function, what they measure, where the data comes from, and how often it refreshes • Work with Revenue Operations, Data & Analytics, and Business Systems teams as a consumer and partner (not a substitute), making sure CX-specific reporting and insights needs are met without duplicating what those teams already provide • Leverage AI tools to accelerate data exploration, automate repetitive transformation tasks, and generate initial drafts of analyses or documentation

• Identify, develop, and close business opportunities • Own the full sales cycle for enterprise-level accounts • Establish and work with partners in your territory • Present and demonstrate Darktrace's cyber threat defense solutions to CISOs and information security experts • Attend marketing events and security conferences

• Drive new business acquisition by identifying and closing net-new logo opportunities within your assigned territory. • Develop and execute strategic sales plans to expand market presence and exceed revenue targets. • Self-generate leads through targeted outreach, networking, and leveraging marketing and inside sales support. • Engage and present Darktrace’s cybersecurity solutions to key stakeholders, including CISOs, IT leaders, and security professionals. • Own the sales cycle end-to-end, from prospecting and qualifying leads to negotiating and closing deals. • Upsell and expand within accounts by identifying additional opportunities for Darktrace’s solutions. • Collaborate cross-functionally with technical teams, including Subject Matter Experts, Technical Account Managers, and Cyber Threat Analysts, to deliver tailored demos and Proof of Values (POVs). • Maintain accurate pipeline management using CRM tools and provide regular sales forecasts.

Role Description As a Senior Account Executive, you will play a key role in driving new business growth within a defined territory, focusing on net-new logo acquisition, strategic account expansion, and high-value deal execution. You will take ownership of the full sales cycle, from prospecting and lead generation to closing large, complex deals with enterprise and mid-market customers. As a senior-level individual contributor, you will be expected to navigate complex sales cycles, engage C-level decision-makers, and drive revenue growth through consultative selling and value-based positioning of Darktrace’s cybersecurity solutions. - Own and exceed quarterly and annual revenue targets by acquiring new customers and expanding existing relationships within your assigned territory. - Proactively identify, engage, and develop net-new business opportunities through outbound prospecting, networking, and strategic account targeting. - Manage complex, multi-stakeholder sales cycles, engaging executive decision-makers (CISOs, CTOs, CIOs) and security professionals to position Darktrace as a must-have solution. - Develop and execute account strategies that drive long-term value and revenue growth. - Independently lead sales negotiations, structure deals, and manage contract discussions to successful closure. - Leverage deep industry knowledge to serve as a trusted advisor, helping prospects and customers navigate evolving cybersecurity challenges. - Collaborate cross-functionally with Technical Account Managers, Cyber Threat Analysts, and Product teams to deliver compelling Proof of Values (POVs) and tailored solutions. - Maintain an accurate pipeline and forecast in CRM, ensuring transparency and accountability for business objectives. - Act as a mentor and leader within the sales team, sharing best practices and contributing to the overall sales strategy. Qualifications - 5+ years of outbound B2B sales experience, with a proven track record of consistently exceeding quota in a complex sales environment. - Experience closing six-figure and seven-figure deals, preferably within the cybersecurity, SaaS, or enterprise software industry. - Deep understanding of value-based selling and consultative sales techniques. - Strong ability to engage and influence executive stakeholders, navigate procurement processes, and handle high-level negotiations. - Track record of successfully hunting net-new business while also identifying expansion opportunities within existing accounts. - Experience selling into highly regulated industries is a plus. - Excellent communication, presentation, and relationship-building skills. - Proficiency with CRM and sales enablement tools to manage pipeline and forecasting. - Self-motivated, resilient, and competitive, with a strong drive to win in a fast-paced, high-growth environment. Requirements - OTE range of $200,000 - $240,000 (50/50 split) - Remote work-model Benefits - 100% medical, dental and vision insurance, plus dependents - Paid parental leave - Life insurance - Employee Assistance Program

• Own the full sales cycle for enterprise-level accounts • Present and demonstrate cyber threat defense solutions to stakeholders • Attend marketing events and security conferences