Global SDR Revenue Operations Manager

Darktrace; North Carolina; Hybrid; USD 125,000 - 135,000; Full time

Benefits offered by this job

100% medical, dental and vision

Paid parental leave

Pet insurance

Discount Life insurance

Commuter benefits

401(k)

Employee Assistance Program

Job summary

Darktrace is seeking a Global SDR Operations Manager in the United States to drive data-driven improvements across SDR processes and analytics. You will partner with Sales, Marketing, and Revenue Operations to optimize MQL health, forecasts, and reporting in Salesforce, Power BI, and Tableau, delivering actionable insights for scalable growth.

Lead cross-functional initiatives, maintain data quality, and own the SDR tech stack, including Salesforce, Salesloft, Gong, LinkedIn Sales Navigator, and

Qualifications

• 3-5+ years of experience in Revenue Operations, Sales Operations, GTM Operations, Business Operations, or a related role within a SaaS, cybersecurity, or technology organization, including experience supporting Sales Development, Business Development, or broader go-to-market teams.
• Strong understanding of pipeline generation, lead management, funnel optimization, territory planning, quota administration, forecasting, performance reporting, and sales development operations.
• Proven ability to leverage data and analytics to identify opportunities, drive operational improvements, and influence business outcomes.
• Experience partnering cross-functionally with Sales, Marketing, Finance, IT, Revenue Operations, and Executive Leadership teams in a fast-paced, high-growth environment.
• Exceptional analytical, problem-solving, and project management skills with strong attention to detail and a commitment to operational excellence.
• Excellent communication and stakeholder management skills, with the ability to translate complex data into actionable insights and executive-level recommendations.
• A proactive, solutions-oriented mindset with the ability to influence without direct authority, manage competing priorities, and deliver measurable business impact.
• Experience maintaining and optimizing reporting and analytics platforms, including Salesforce, Power BI, and Tableau.
• Hands-on experience with sales and revenue technology platforms, including Salesforce, LinkedIn Sales Navigator, ZoomInfo, LeadIQ, Distribution Engine, Salesloft, Outreach, Orum, Nooks, Gong, and People.ai.

Responsibilities

• Drive continuous improvement and operational efficiency across SDR metrics, processes, workflows, and systems in partnership with Sales, Marketing, SDR Leadership, Revenue Operations, IT, and Salesforce Support teams.
• Develop annual pipeline, capacity, and quota models in collaboration with SDR Leadership, Sales Leadership, Marketing Operations, Revenue Operations, Finance, and Executive stakeholders.
• Own and maintain the health of the global MQL funnel, auditing and enforcing lead management SLAs to ensure timely engagement and follow-up.
• Identify performance trends, workflow inefficiencies, coverage gaps, and funnel challenges, implementing scalable solutions that improve conversion rates, productivity, and pipeline generation.
• Support SDR leaders with KPI reporting, quota attainment tracking, commission validation processes, quota administration, and performance analysis.
• Maintain and optimize dashboards and reporting across Salesforce and analytics platforms, including Power BI and Tableau, ensuring stakeholders have timely and accurate visibility into SDR performance, pipeline generation, funnel health, and productivity metrics.
• Monitor pace-to-goal trends, pipeline health, productivity metrics, and funnel conversion rates across leads, campaigns, meetings, opportunities, and pipeline generation.
• Maintain SDR territory alignment and lead routing processes to maximize operational efficiency, global coverage, and pipeline generation.
• Drive adoption of processes, technologies, and best practices across the global SDR organization.
• Maintain Salesforce data quality and SDR record hygiene related to activities, discovery meetings, opportunity management, and pipeline generation.
• Analyze SDR performance across segments, regions, product lines, and inbound versus outbound motions.
• Conduct ad hoc reporting and analysis to support strategic business initiatives and executive decision-making.
• Serve as a subject matter expert for SDR Operations, partnering closely with Sales, Marketing, Revenue Operations, Salesforce Support, and IT teams.
• Own and optimize the SDR technology stack, identifying workflow enhancements, automation opportunities, and operational efficiencies.
• Monitor technology adoption and utilization trends while supporting platform administration, licensing, onboarding, and user training.

Skills

Analytics

Cross-functional collaboration

Salesforce

Power BI

Tableau

Forecasting

Data quality

KPI reporting

Tools

Salesforce

Power BI

Tableau

LinkedIn Sales Navigator

ZoomInfo

LeadIQ

Distribution Engine

Salesloft

Outreach

Orum

Nooks

Gong

People.ai

Job description

Darktrace is a global leader in AI-driven cybersecurity, helping organizations stay ahead of evolving threats every day. Darktrace was built on a genuinely differentiated idea: that Adaptive AI could detect and respond to novel, real-time cyber threats. That approach matters more than ever in the era of AI. Today, our customers depend on us to stay ahead. At Darktrace, we are energized by that responsibility. We work across teams and rally around a shared goal. We own outcomes end to end - step in, step up and see things through without waiting to be asked. We make decisions with urgency, say the hard thing, and hold each other to high standards with care and directness. We move first and learn fast anticipating where our customers are going next, continuously challenging ourselves. We invest in the skills, learning and opportunities that help people deliver at the level their roles demand, and reward the aptitude and curiosity to grow beyond them. Our Values: Own It | Win as One | Raise Our Bar | Move First. Learn Fast

Job Description

The Global SDR Operations Manager is a highly analytical and commercially minded professional with experience of supporting Sales Development organizations, preferably within cybersecurity or AI-driven technology companies. Combining strong business acumen with a detail-oriented, data-driven approach, this individual delivers actionable insights, drives operational excellence, and enables scalable pipeline growth through close partnership with Sales, Marketing, and Revenue Operations leadership.

Key Responsibilities

• Drive continuous improvement and operational efficiency across SDR metrics, processes, workflows, and systems in partnership with Sales, Marketing, SDR Leadership, Revenue Operations, IT, and Salesforce Support teams.
• Develop annual pipeline, capacity, and quota models in collaboration with SDR Leadership, Sales Leadership, Marketing Operations, Revenue Operations, Finance, and Executive stakeholders.
• Own and maintain the health of the global MQL funnel, auditing and enforcing lead management SLAs to ensure timely engagement and follow-up.
• Identify performance trends, workflow inefficiencies, coverage gaps, and funnel challenges, implementing scalable solutions that improve conversion rates, productivity, and pipeline generation.
• Support SDR leaders with KPI reporting, quota attainment tracking, commission validation processes, quota administration, and performance analysis.
• Maintain and optimize dashboards and reporting across Salesforce and analytics platforms, including Power BI and Tableau, ensuring stakeholders have timely and accurate visibility into SDR performance, pipeline generation, funnel health, and productivity metrics.
• Monitor pace-to-goal trends, pipeline health, productivity metrics, and funnel conversion rates across leads, campaigns, meetings, opportunities, and pipeline generation.
• Maintain SDR territory alignment and lead routing processes to maximize operational efficiency, global coverage, and pipeline generation.
• Drive adoption of processes, technologies, and best practices across the global SDR organization.
• Maintain Salesforce data quality and SDR record hygiene related to activities, discovery meetings, opportunity management, and pipeline generation.
• Analyze SDR performance across segments, regions, product lines, and inbound versus outbound motions.
• Conduct ad hoc reporting and analysis to support strategic business initiatives and executive decision-making.
• Serve as a subject matter expert for SDR Operations, partnering closely with Sales, Marketing, Revenue Operations, Salesforce Support, and IT teams.
• Own and optimize the SDR technology stack, identifying workflow enhancements, automation opportunities, and operational efficiencies.
• Monitor technology adoption and utilization trends while supporting platform administration, licensing, onboarding, and user training.

Experience & Qualifications

• 3-5+ years of experience in Revenue Operations, Sales Operations, GTM Operations, Business Operations, or a related role within a SaaS, cybersecurity, or technology organization, including experience supporting Sales Development, Business Development, or broader go-to-market teams.
• Strong understanding of pipeline generation, lead management, funnel optimization, territory planning, quota administration, forecasting, performance reporting, and sales development operations.
• Proven ability to leverage data and analytics to identify opportunities, drive operational improvements, and influence business outcomes.
• Experience partnering cross-functionally with Sales, Marketing, Finance, IT, Revenue Operations, and Executive Leadership teams in a fast-paced, high-growth environment.
• Exceptional analytical, problem-solving, and project management skills with strong attention to detail and a commitment to operational excellence.
• Excellent communication and stakeholder management skills, with the ability to translate complex data into actionable insights and executive-level recommendations.
• A proactive, solutions-oriented mindset with the ability to influence without direct authority, manage competing priorities, and deliver measurable business impact.
• Experience maintaining and optimizing reporting and analytics platforms, including Salesforce, Power BI, and Tableau.
• Hands-on experience with sales and revenue technology platforms, including Salesforce, LinkedIn Sales Navigator, ZoomInfo, LeadIQ, Distribution Engine, Salesloft, Outreach, Orum, Nooks, Gong, and People.ai.

Compensation range: $125,000 - $135,000 DOE

https://www.darktrace.com/sdr-academy

Benefits

• 100% medical, dental and vision insurance, plus dependents
• Paid parental leave
• Pet insurance
• Discount Life insurance
• Commuter benefits
• 401(k)
• Employee Assistance Program

As a growing business strengthening its governance and controls, this role plays a part in supporting high standards of integrity and accountability.

Darktrace is an Equal Opportunity Employer. We consider all qualified applicants for employment without regard to race, color, religion, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity or expression, national origin, age, disability, genetic information, marital status, veteran or military status, or any other characteristic protected by applicable federal, state, or local law. Darktrace is committed to providing reasonable accommodations to qualified individuals with disabilities in accordance with applicable laws. If you require a reasonable accommodation to participate in the application or interview process, please contact your Talent Partner.

Employment with Darktrace is at-will, meaning either the employee or Darktrace may terminate the employment relationship at any time, with or without cause or notice, except where prohibited by law or governed by a separate written agreement.

For over a decade, Darktrace has pioneered a proactive, AI-native approach to cybersecurity. Our passion, creativity and determination to succeed is helping us build something completely novel and extraordinary. Join us on our mission to keep our customers ahead of the changing cyber threat landscape every day.