What are the responsibilities and job description for the Sales Director - Overlay Americas position at Darktrace?
Darktrace is a global leader in AI for cybersecurity that keeps organizations ahead of the changing threat landscape every day. Founded in 2013, Darktrace provides the essential cybersecurity platform protecting nearly 10,000 organizations from unknown threats using its proprietary AI. The Darktrace Active AI Security Platform™ delivers a proactive approach to cyber resilience to secure the business across the entire digital estate – from network to cloud to email. Breakthrough innovations from our R&D teams have resulted in over 200 patent applications filed. Darktrace’s platform and services are supported by over 2,400 employees around the world. To learn more, visit http://www.darktrace.com.
Job Description:
The Sales Director – Adaptive Human Defence (AHD) is a senior commercial role within Darktrace’s Revenue Acceleration Office (RAO). The primary purpose of this role is to support global sales teams in driving revenue growth through the successful adoption and monetization of Darktrace Adaptive Human Defence (AHD), one of Darktrace’s most strategically important and innovative product offerings.
This role acts as a force multiplier for the field by combining deep product expertise, strong commercial acumen, and hands‑on deal support. The Sales Director – AHD will play a critical role in enabling sellers, supporting customer engagements, shaping go‑to‑market execution, and accelerating new business, cross‑sell, and upsell outcomes for AHD across all regions and segments.
This position requires a highly professional, driven individual who can operate at both a strategic and executional level, influence cross‑functional stakeholders, and help establish AHD as a core pillar of Darktrace’s growth strategy.
Hybrid in office 3 days a week
Key Responsibilities
Sales Support & Customer Engagement
Benefits:
Job Description:
The Sales Director – Adaptive Human Defence (AHD) is a senior commercial role within Darktrace’s Revenue Acceleration Office (RAO). The primary purpose of this role is to support global sales teams in driving revenue growth through the successful adoption and monetization of Darktrace Adaptive Human Defence (AHD), one of Darktrace’s most strategically important and innovative product offerings.
This role acts as a force multiplier for the field by combining deep product expertise, strong commercial acumen, and hands‑on deal support. The Sales Director – AHD will play a critical role in enabling sellers, supporting customer engagements, shaping go‑to‑market execution, and accelerating new business, cross‑sell, and upsell outcomes for AHD across all regions and segments.
This position requires a highly professional, driven individual who can operate at both a strategic and executional level, influence cross‑functional stakeholders, and help establish AHD as a core pillar of Darktrace’s growth strategy.
Hybrid in office 3 days a week
Key Responsibilities
Sales Support & Customer Engagement
- Act as the Adaptive Human Defence specialist for field sales teams, supporting opportunity strategy, positioning, and execution.
- Participate directly in priority customer and prospect engagements, including executive‑level meetings, workshops, and key deal milestones.
- Help sellers articulate the business value, use cases, and differentiation of AHD, aligned to customer risk, outcomes, and buying motivations.
- Support complex deal cycles by shaping account strategies, value narratives, and commercial approaches to maximize win rates and deal size.
- Design and deliver sales enablement programs to ensure field teams are confident and effective in selling AHD.
- Develop and maintain enablement assets such as pitch materials, playbooks, messaging frameworks, competitive guidance, and success stories.
- Partner closely with Sales Enablement, Solutions Engineering, and Product Marketing to ensure consistent and compelling AHD messaging across the organization.
- Act as a feedback loop from the field to continuously improve enablement, tooling, and sales motions.
- Support the definition and execution of the global go‑to‑market strategy for Adaptive Human Defence.
- Collaborate with Sales, Marketing, Product, and Customer Success to drive coordinated launches, campaigns, and pipeline acceleration initiatives.
- Help identify target customer profiles, priority segments, and repeatable sales motions for AHD adoption.
- Track and report on key performance indicators related to AHD pipeline, bookings, and adoption.
- Serve as a trusted partner to regional sales leadership, helping embed AHD into core sales motions and account plans.
- Work closely with Product and R&D teams to relay customer insights, objections, and market feedback to inform roadmap and packaging decisions.
- Align with Customer Success to support successful post‑sale adoption and expansion opportunities.
- Represent the RAO as a subject‑matter expert on Adaptive Human Defence internally and externally as required.
- Proven experience in a senior sales, sales specialist, or revenue acceleration role within cybersecurity, SaaS, or enterprise technology.
- Strong commercial acumen with a track record of influencing and supporting high‑value enterprise deals.
- Ability to translate complex technology into clear business value for both technical and non‑technical audiences.
- Experience working in highly cross‑functional environments and influencing without direct authority.
- Comfortable operating in ambiguity and helping scale new or emerging product offerings.
- Strong presentation, communication, and stakeholder management skills.
- Highly driven, proactive, and execution‑focused.
- Credible with senior sales leaders and customer executives.
- Collaborative mindset with a strong sense of ownership and accountability.
- Strategic thinker who can also operate hands‑on in live opportunities.
- Passionate about innovation and helping teams succeed.
Benefits:
- 100% medical, dental and vision insurance, plus dependents
- Paid parental leave
- Pet insurance Discount
- Life insurance
- Commuter benefits
- 401(k)
- Employee Assistance Program