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Sales Operations Manager

Darktrace

Darktrace

Sales & Business Development, Operations
Sydney, NSW, Australia
Posted on Wednesday, March 27, 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 darktrace.com.


Job Summary

The Sales Operations Manager is a critical role within the sales department, responsible for driving operational excellence and efficiency to support the sales team's success. Reporting into the Global Director of Sales Operations and Analytics, the successful candidate will lead a team of regional analysts to streamline sales processes, manage sales data and analytics and enable overall sales performance.

Location: Sydney

Key Duties & Responsibilities

  • Develop, document, and standardize sales operations & processes, ensuring they are efficient and effective; identify areas of improvement in sales processes and implement necessary changes to enhance productivity.
  • Assist in orchestrating the design and implementation of all aspects of the Go-To-Market plan under the annual planning cycle. This includes account segmentation, resource allocation, territory assignment, compensation, quota setting, etc.
  • Define key performance metrics and targets, build reports and dashboards to drive insights into the health of the business, identify areas of weakness, and present improvement recommendations to sales leadership.
  • Perform ad-hoc analyses across multiple data sets and tools (examples of analyses include sales performance, customer segmentation, sales participation, propensity to buy, white space, product-specific analysis, etc.).
  • Drive forecast management excellence to ensure sustained & predictable growth across all business units & coordinate weekly forecast cadences with sales leadership.
  • Evaluate and implement sales automation tools, customer relationship management (CRM) systems, and other relevant technologies to optimize sales processes.
  • Participate in key strategic projects and long-term transformational initiatives across the region and global orgs.
  • Collaborate with sales training team to develop and deliver sales training programs, ensuring sales representatives are equipped with the necessary skills and knowledge & assisting/overseeing their onboarding process.
  • Collaborate cross-functionally with other departments such as marketing, finance, and operations to ensure alignment and synergy in overall business strategies.
  • Provide data-driven insights and recommendations to support strategic decision-making.
  • Conduct regular performance reviews and provide feedback to sales leadership to drive continuous improvement.

Qualifications & Experience

  • 5+ years of professional experience in Sales Operations/Strategy, Analytics, Business Operations, or other related fields
  • 1+ years of experience managing and leading a team.
  • 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.