Drata

Revenue Operations Manager

Hybrid - San Francisco, Remote. Posted a month ago

The role

You will build the operational foundation for a fast-scaling GTM team. You will own core GTM systems, provide analytics and insights, partner with Sales, drive strategic programs, and ensure data governance.

What you will do

  • Own and operate core GTM systems including Salesforce, sales engagement, marketing automation, and BI tools
  • Translate GTM requirements into scalable workflows and automations
  • Maintain and optimize lead routing, account assignment, opportunity stages, and forecasting frameworks
  • Build dashboards and analytics for pipeline health, funnel conversion, rep productivity, bookings, and forecast accuracy
  • Provide GTM reporting for leadership, investors, and the Board
  • Support forecasting cadences, quarterly planning, and coverage modeling
  • Work with Enterprise AEs on deal support, pricing workflows, and approval routing
  • Build and refine segmentation, territory models, and capacity planning frameworks
  • Lead programs focused on pipeline generation, pricing strategy, and sales productivity
  • Implement standards and processes to ensure data accuracy and system health

Required qualifications

  • 5–8 years experience in Revenue Operations, Sales Ops, GTM Systems, or Strategy
  • Hands-on expertise with GTM systems
  • Strong strategic and analytical instincts
  • Systems thinking and execution ability
  • High ownership and comfort with ambiguity
  • Exceptional communication and leadership presence

Nice to have

  • Experience in a high-growth SaaS or cybersecurity company

Benefits

  • Stock equity
  • Up to 100% employer-paid premiums for medical, dental, and vision coverage for employees and dependents
  • Wellness benefits and healthcare concierge services
  • 401(k) plan
  • Company-paid life and disability insurance
  • Tax-advantaged spending accounts
  • Paid Parental Leave policy after six months of employment
  • Kindbody fertility and family-building benefits
  • Annual stipends for professional and personal development
  • Internal learning opportunities
  • Flexible vacation policy
  • Paid holidays

About the company

Drata is building the trust layer between great companies by automating compliance, managing risk, and helping organizations prove trust continuously. They are a global crew of 600+ professionals.