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Salary: USD 135,000 - 207,000 / annual
Drata is a fast-scaling SaaS platform automating compliance, risk management, and trust verification for enterprises. As Revenue Operations Manager, you'll build and operate the operational foundation for the GTM (go-to-market) team, managing core systems and driving strategic initiatives across Sales, Marketing, Partnerships, and Account Management.
Key Responsibilities:
You will own and operate core GTM systems including Salesforce, sales engagement platforms, marketing automation, and BI tools. You'll translate GTM requirements into scalable workflows and automations, maintain lead routing and account assignment logic, and optimize opportunity stages and forecasting frameworks.
You'll serve as the analytics and insights engine for GTM leadership, building dashboards that surface pipeline health, funnel conversion, rep productivity, bookings, and forecast accuracy. You'll identify underperformance and whitespace opportunities, providing GTM reporting for leadership, investors, and the Board.
You'll partner closely with Sales to support forecasting cadences, quarterly planning, and coverage modeling across two distinct segments. You'll work with Enterprise Account Executives on deal support, pricing workflows, approval routing, and data accuracy for large evaluations.
You'll drive strategic GTM programs by building and refining segmentation, territory models, and capacity planning frameworks as the company scales. You'll lead initiatives focused on pipeline generation, pricing strategy, sales productivity, and stage-by-stage conversion improvements. You'll evaluate and implement new GTM tools to improve efficiency and visibility.
You'll ensure data governance and system health by owning data accuracy across accounts, contacts, opportunities, and forecasting artifacts. You'll implement standards, documentation, and processes that keep GTM systems clean, reliable, and audit-ready, troubleshooting issues and refining workflows to minimize friction for field teams.
You'll collaborate with the Data and Analytics team to build and deploy AI-enabled solutions that drive efficiency, productivity, and optimization of company-wide resources.
Requirements:
- 5–8 years of experience in Revenue Operations, Sales Ops, GTM Systems, or Strategy
- Experience in a high-growth SaaS or cybersecurity company strongly preferred
- Hands-on expertise with GTM systems (Salesforce, sales engagement, marketing automation, BI tools)
- Strong strategic and analytical instincts; ability to model complex GTM scenarios, interpret trends, and translate insights into actionable recommendations
- Systems thinking and execution ability; understanding of how pipeline, routing, territories, forecasting, and compensation mechanics fit together
- High ownership and comfort with ambiguity; ability to thrive in environments with rapid iteration and incomplete data
- Exceptional communication and leadership presence with startup DNA
- Ability to execute fast, solve problems creatively, and remain hands-on in tools
- Strong focus on driving action from insights ("so what?" mentality)
