Renewals Director, SMB

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 7,700 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 115 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 2,000 employees located across more than 100 countries. 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.

Darktrace is looking to hire a number of Renewal Sales Director roles across EMEA and America. This position sits in the Customer organisation and will report to our VP of Customer Engagement. As a Director of Renewals, you will be responsible for ensuring success in our Customer business but exceeding our customer retention targets across defined territories and customer segments. Within this role you will partner with the regional sales and Customer Success team, to ensure that our customers are seeing the full value of the software, leading to a successful renewal.

The successful candidate must have experience enterprise software sales in a manager role, ideally with a focus on account management and renewals. Darktrace has over 8,000 Customers and works with the world’s largest organisations, so the candidate must be comfortable and show experience in working with C-Level executives at multinational organisations.

Responsibilities:

• Actively manage and work across multiples teams to ensure renewal targets are met
• Forecasting and delivering against company retention targets to achieve the assigned booking targets.
• Take the lead in resolving any service delivery, support or account issues effecting the renewal
• Working with a new and growing team to drive business goals
• Support team members with the renewal process including identifying and closing upsell and new sales opportunities
• Provide leadership and support in negotiation during renewal process

Requirements:

• Minimum 5 years of enterprise technology sales management, ideally focused on Renewals and/or account management
• Experience selling to mid-market and enterprise clients
• Excellent verbal communication, presentation and listening skills, and the ability to interact professionally with a broad range of staff, executives, and clients are required.
• Ability to work effectively in a dynamic and changing environment, while taking the initiative, staying organized and motivated, and maintaining excellent follow-up, is required.
• Ability to work at a fast pass, be competitive, and persuasive, while maintaining integrity and credibility
• Solid negotiation skills that allow for value-based contract negotiations at all level, with experience negotiating multi-year contracts
• Proven experience in negotiation
• Bachelor's degree preferred