Build Your Career in Cybersecurity -
YOUR WAY

Summary Information about the Role and Company Overview

Joining Cyberhaven offers a unique opportunity to be at the forefront of revolutionizing data protection through cutting-edge AI technology. Cyberhaven is dedicated to overcoming the challenges faced by traditional data security products, ensuring robust protection of critical data against insider threats in a rapidly evolving work environment. With a unique approach to data lineage, tracing data from its origin for better classification and protection, Cyberhaven combines the functionality of traditional data protection security tools into a single, more effective solution.

Position Overview

We are seeking an experienced Enterprise Sales Engineer to join our growing team at Cyberhaven. In this role, you will drive go-to-market efforts by leading prospect engagements, including demos and proofs of concept.

What you’ll do

• Support the Enterprise Sales teams with opportunities in a pre-sales capacity from qualification through production hand-off. Generally, these accounts have more than 2,500 employees.
• Learn, create, and deliver compelling messaging and demonstrations of products and solutions that differentiate from competitors or legacy solutions.
• Guide technical evaluations via POC ownership and manage the evaluation process to a successful conclusion.
• Maintain key partner technical relationships and effectively enable and demonstrate channel partners to excel in a channel-driven sales model.
• Collaborate with Product Management and Engineering teams on new feature releases and provide feedback on current feature capabilities based on field experience/input.

Required Qualifications

• Must be located in the Central Time Zone
• 4+ years experience as a Sales Engineer (or similar) i.e complex pre-sales, and/or deployment of complex enterprise solutions, especially in a SaaS sales environment
• 4+ years experience with data protection (DLP, IRM, DSPM, CASB) solutions
• 4+ years experience with a cross-platform endpoint agent solution (Windows, Mac, and/or Linux)
• Ability to travel to cover events and conferences.
• Strong sales presence and superior communication skills.
• Proven ability to multitask and prioritize under pressure.
• Ability to problem-solve, both independently and working as a team

Who we are

• A collaborative, supportive group that is always willing to help a team member.
• Advisors in data protection and the challenges that organizations face.
• A team that tinkers, builds, and creates solutions to emerging challenges.
• Experts in industry advancements, competitive threats, and adjacent market technologies.

What you can count on

• Competitive salary and stock options
• Health benefits – 100% paid for you and your family
• Flexible time off (paid)
• Career advancement opportunities
• Retirement account
• Remote-first
• Team building events

At Cyberhaven, we want to attract and retain the best employees, and compensate them in a way that appropriately and fairly values their individual contribution to the company. With that in mind, we carefully consider a number of factors to determine the appropriate starting pay for an employee, including their primary work location and an assessment of a candidate’s skills and experience, as well as market demands and internal parity. The estimated base salary for this role is $230k to $280k OTE. This estimate can vary based on the factors described above, so the actual starting annual base salary may be above or below this range. This estimate is also just one component of Cyberhaven's total rewards package.

Cyberhaven is the AI-powered data security company revolutionizing how companies detect and stop the most critical insider threats to their most important data. We've raised over $140M from leading Silicon Valley investors like Khosla and Redpoint. Cyberhaven is also backed by founders, executives, and security leaders who have built transformational technologies at Crowdstrike, Nutanix, Palo Alto Networks, Meta, Google, Slack, and others.

Our company values are:

• Think Deeply and Use Sound Reasoning
• Step Up and Take Ownership
• Continuously Learn and Grow
• Obsess About Customers
• Enjoy the Journey
• Reach for Ambitious Goals

Cyberhaven is committed to creating a diverse environment and is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

About Cyberhaven:

Joining Cyberhaven offers a unique opportunity to be at the forefront of revolutionizing data protection through cutting-edge AI technology. Cyberhaven is dedicated to overcoming the challenges faced by traditional data security products, ensuring robust protection of critical data against insider threats in a rapidly evolving work environment. With a unique approach to data lineage, tracing data from its origin for better classification and protection, Cyberhaven combines the functionality of traditional data protection security tools into a single, more effective solution.

Position Overview:

Cyberhaven is building out a world-class marketing team and we’re looking for smart, fast, and exceptional team players who are committed to our mission, eager to learn, and possess a spark of creativity that distinguishes our team from traditional B2B marketing teams. As an early hire, you’ll have an immediate, highly leveraged impact. This position will be a key part of how we stand out in a crowded marketplace and define an entirely new product category. If you like to craft compelling content that is not only clear and accessible but also resonates deeply with security people without the typical "marketing speak", you’ll fit in well with our growing product marketing team.

• Develop and refine our product's positioning and messaging that clearly differentiates our offering in the market.
• Craft impeccable written content across a variety of formats, including blogs, website, and emails, ensuring clarity and effectiveness in every word.
• Create compelling sales enablement materials, such as pitch decks and value calculators, that arm our sales team with the tools they need to succeed.
• Build and implement channel enablement programs to equip partners with the knowledge, tools, and resources they need to effectively position and sell Cyberhaven.
• Identify and develop detailed buyer personas, tailoring messaging and marketing strategies to meet the specific needs and pain points of different segments.
• Design and execute innovative go-to-market strategies for new products or features, working with product, sales, and marketing to ensure success.
• Gather and analyze customer feedback and market trends to guide future product enhancements and marketing strategies.

NA

• What you can count on:
• Competitive start up salary and generous stock options
• (US Hires and FTE via Remote) 100% paid health benefits for you and your family
• Flexible time off
• Potential fast-tracked career advancement opportunities
• Experience building something from the ground up
• At Cyberhaven, we want to attract and retain the best employees, and compensate them in a way that appropriately and fairly values their individual contribution to the company. With that in mind, we carefully consider a number of factors to determine the appropriate starting pay for an employee, including their primary work location and an assessment of a candidate’s skills and experience, as well as market demands and internal parity. The estimated base salary for this role is $140k to $180k. This estimate can vary based on the factors described above, so the actual starting annual base salary may be above or below this range. This estimate is also just one component of Cyberhaven's total rewards package.
• Cyberhaven is the AI-powered data security company revolutionizing how companies detect and stop the most critical insider threats to their most important data. We've raised over $140M from leading Silicon Valley investors like Khosla and Redpoint. Cyberhaven is also backed by founders, executives, and security leaders who have built transformational technologies at Crowdstrike, Nutanix, Palo Alto Networks, Meta, Google, Slack, and others.
• Our company values are:
• Think Deeply and Use Sound Reasoning
• Step Up and Take Ownership
• Continuously Learn and Grow
• Obsess About Customers
• Enjoy the Journey
• Reach for Ambitious Goals
• Cyberhaven is committed to creating a diverse environment and is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

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 9,000 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 our Cambridge, UK headquarters, has conducted research establishing new thresholds in cyber security, with technology innovations backed by over 130 patents and pending applications.

For more information on our cutting-edge technology, visit darktrace.com.

Job Summary

Darktrace’s Deal Desk team sits within our Revenue Operations organization and serves as deal advisors to the Sales organization. Our mission is to inspire and influence better strategic decisions while ensuring compliance, efficiency, and scalability.

As a Deal Desk Analyst, you will work cross-functionally, collaborating with Sales, Finance, and Legal, to ensure efficient quoting, contracting, and document review with a focus on defining and driving standardization and policy adherence. Teamwork and collaboration are critical to the success of the right candidate. Darktrace seeks a customer-centric attitude and appreciation for working collaboratively in a very fast-paced environment. The desired candidate, preferably with 4+ years of experience in the Deal Desk at a SaaS company, will thrive in environments where uncertainty is common and is skilled in bridging business and sales needs.

Location: The ideal candidate will be local to a Darktrace office in the Central or Eastern time zone.

• Serve as trusted advisor to the Sales team on deal structure, contracting options, margin analysis and approval processes.
• Act as the first point of escalation and approval on complex deal questions and non-standard requests.
• Review customer contracts and evaluate appropriate revenue recognition treatment in accordance with revenue recognition policies (currently IFRS), collaborating with cross-functional teams including Legal, Sales, Operations and Finance. Summarize key terms, issues and seek approvals, as needed.
• Help evaluate non-standard contract terms and identify relevant accounting, billing, and operational impacts.
• Become a subject matter expert on deal operations and the revenue accounting cycle to identify and implement process improvements.
• Drive adoption of pricing and policy changes as teams scale and new tools are implemented.
• Perform other duties and projects as assigned when needed to support the business.

Required Qualifications

• 4+ years Deal Desk, Finance, Bid Management, Sales Operations and/or Orders Management background
• Strong knowledge of the end-to-end Quote-to-Cash process, experience with Salesforce and CPQ required.
• Strong organizational and execution skills and ability to manage competing priorities.
• Ability to make and drive process improvement recommendations.
• Excellent analytical and problem-solving skills to enable informed decision making.
• Expert knowledge of Microsoft Excel and prior experience with modeling and analysis preferred.
• Ability to drive rapid, but fact-based decision-making with imperfect data.
• Work successfully in an ambiguous environment.
• Ability to manage multiple variables / levers, and toggle approach within defined parameters based on customer needs and business objectives.
• Clear and thoughtful communicator with exceptional critical thinking skills.
• A self-starter mentality and a desire to make a positive, lasting impact.
• Ability to handle peak order volume to meet end-of-month and end-of-quarter deadlines. This requires the ability to cover some morning, evening and weekend shifts around the end of each month and fiscal quarter.

Preferred Qualifications

• SFDC CPQ Implementation and roll-out
• SFDC reporting and dashboard skills
• Experience with CPQ/ CLM Implementation
• Enjoys change and business evolution

Benefits

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

The salary range for this position is $75,000 to $95,000 and will depend on candidate experience.

#LI-Hybrid