Senior Global SDR Operations Manager

Darktrace has more than 2,500 employees located globally. Founded by mathematicians and cyber defence 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.

For over a decade, Darktrace has pioneered a proactive, AI-native approach to security. Our roots lie deep in innovation. The Darktrace AI Research Centre based in Cambridge, UK, has conducted research establishing new thresholds in cybersecurity, with technology innovations backed by over 200 patents and pending applications.

Today, Darktrace is a global leader in cybersecurity AI, delivering the essential cybersecurity platform to protect organisations today and for an ever-changing future.

Senior Global SDR Operations Manager  

The Senior Manager, Global SDR Operations Manager has an excellent understanding of the Sales Development function in a SaaS company, a detail-oriented data driven approach and a strong business acumen to interpret and communicate data insights to executive-level stakeholders in Marketing and Sales.  

Responsibilities regarding Data, Analysis and Business Reporting 

• Generate Models for Annual Pipeline + Quota Setting with input and sponsoring from SDR/Sales leaders, Sales/Marketing Operations, Finance and Executives 

• Drive continuously improvements and efficiencies in all metrics, processes and workflows in collaboration with teams from Sales, Marketing, SDR, RevOps, IT and Salesforce Support 

• Maintains MQL Funnel Health  

• Audit and enforce SLAs 

• Surface problem trends, identify gaps in global coverage and activity follow up, create solutions 

• Supports SDR Leaders and SDRs with 

• KPIs and Quota Attainment (incl. Monthly/Quarterly Finance process and verification, Quota letter changes) 

• Pace to Goal trends, Pipeline health, productivity metrics 

• Funnel Conversion Rates on leads, campaigns, meetings & pipeline 

• Maintain Dashboards in Salesforce and Analytics Platforms (PBI, Tableau) 

• Maintain Sales Territory Alignment & Lead Routing Management 

• Drive adoption of processes, tools & best practices 

• Maintain Hygiene in SDR records in SFDC regarding activities, discovery meetings and opportunities/pipeline 

• Supports stakeholders from Sales, Marketing and Operational teams 

• Track SDR Results by segment, geo, region, product line, inbound vs outbound 

• Share regularly Data Packs with insights/reporting with Sales & Marketing Leaders/Executives + provide ad-hoc analysis as requested from stakeholders 

• Track Lead Funnel Metrics based on Marketing/SDR Campaign Performances  

• Function as a SME for Sales/Marketing Operations, Salesforce Support & IT 

Responsibilities regarding SDR Tech Stack & IT Projects 

• Manage IT Projects with SDR Objectives (new tool Implementations/Integrations) 

• Tools CSM relationships 

• Tools Workflow optimisation and enhancements 

• Tools Usage trends 

• Tools Training for SDRs, Licensing 

• Handles Tools Renewals 

Required Tools Experience 

• Salesforce, LinkedIn Sales Navigator, ZoomInfo, LeadIQ, Distribution Engine, SalesLoft / Outreach, Orum, Ambition, SendPotion, PowerBI / Tableau, People.ai