Drata is a high growth company, which means that our core teams and operations infrastructure must constantly be evolving to sustain and further growth.

We are looking for a Sales Operations Manager to join our growing Revenue Operations team! This position will report into our Director of Revenue Operations. This is a remote position and can be done from anywhere with occasional (quarterly) travel.

The Sales Operations Manager will be a key member of our Revenue Operations team, bringing a track record of proven success, preferably in a high-growth, fast-paced startup environment. You are highly strategic, providing critical insights to support and drive operational excellence for our sales teams. With a history of in-depth experience highlighting and implementing change in areas of opportunity, you are able to drive towards solutions and aren't afraid to get your hands dirty. We are customer obsessed here at Drata, and we need you to bring a similar obsession to your internal customers, taking pride in everything you do.

If you're a natural builder and thrive in a space of autonomy that enables you to think creatively and drive a pivotal function of the organization, this role is for you!

What you'll do:

Develop an in-depth understanding of our sales and forecasting methodologies, helping us highlight and drive enhancements to existing processes
Be the go-to expert on Drata's sales process, Salesforce customization, integrated tech stack, and all things that intersect
Constantly evaluate our sales tech stack, ensuring we have the best systems to get the job done and build for scale
Partner with our Salesforce Team and develop flows/automation within Salesforce to streamline sales productivity, reporting, dashboards, and more
Drive Salesforce Sales Cloud and CPQ best practice. Partner with key stakeholders to understand drivers for change, ensure data accuracy, and work to develop and implement enhancements
Partner with Sales Enablement to highlight opportunities for growth and support in end-user training and communications
Identify and prioritize key projects to enhance the way our sales teams work, aligning stakeholders and executing from start to finish
Partner with Sales and Finance leadership on annual planning, capacity planning, quotas, budgeting, forecasting, territories, compensation models/plans, SPIFFs, etc.
Participate in and drive Sales Forecast calls, using data gathered to provide insight to GTM leadership and ensure we are proactively addressing areas of concern
Execute and enforce data excellence within salesforce and key sales tools, taking pride in making things clean and easy to find
Monitor sales performance and partner with Sales leaders to deliver objectives, creating and maintaining Sales KPIs, reporting, dashboards, forecasts and other performance trackers
Document, document, document - ensuring key stakeholders can easily understand what we do and why we do it
Work closely with CS, and Marketing ops to ensure consistent alignment across Drata's GTM teams

What you'll bring:

3+ years managing operations teams within a scaling sales organization (preferably within high-growth startup environment)
5+ years in sales operations or a similar function
An advanced understanding of B2B SaaS business metrics and KPIs
Proven excellence leading and partnering cross-functionally with GTM teams
Experience using and analyzing data to make informed decisions about sales and business performance and strategies
A desire to grow and scale a team, and an understanding that you will need to get your hands dirty and build from the ground up
A next-person-up mentality, never afraid to step in and help with the task at hand
A need to be a learn-it-all, understanding the importance of learning Drata's business from front to back
Advanced skills in Salesforce and other key tools in a common sales tech stack
An unmatched attention to detail, taking pride in everything you do and understanding that the little things matter
You act with integrity, you trust and are trusted, and are a role model and advocate for Drata's values
Ability to build and maintain relationships with internal and external stakeholders
Exude a competitive fire to strive to do better each day
You are a curious learner and encourage curiosity, mastery, growth and are someone who welcomes ideas and knowledge sharing
You have successfully maintained confidentiality while managing sensitive information appropriately
Ability to manage competing priorities in a results-driven environment
Understanding of what it means to build processes at scale
You enjoy a fast-paced environment that is constantly evolving, and have an ability to remain calm under pressure with tight deadlines while pivoting at a moments notice
You know how to motivate a team and drive them towards a common goal
Exceptional communication, interpersonal, and leadership skills

Nice to haves:

Experience working in the security and compliance space
Salesforce Admin certification or similar
Experience working with Chilipiper, Outreach, Zoominfo, Seamless.ai, and other similar tools
Salesforce CPQ experience is a huge plus

Benefits:

Health & Wellness: 100% coverage for medical, dental, and vision plans - for employee and dependents + on demand health care concierge
HSA, FSA, & DCFSA: Pre-tax savings plans for healthcare and dependent care
100% paid short and long term disability plus life + AD&D benefits
Learning & Development: $500 annually towards professional development opportunities + $250 annually towards personal development opportunities
Flexible Time Off: Flexible vacation policy for strong, fully charged batteries
16 Weeks Paid Parental Leave: An inclusive policy to ensure you have time with your newborn, newly adopted, or foster child
Work Remotely: Flexible hours and work from home + $1,000 annually to cover necessary business related items for your home office
Charitable Giving Program: Up to $500 match for qualified charities
401K: Reach your financial goals while reducing your taxes

This role will receive a competitive base salary, benefits, and equity. The applicable salary range for each US-based role is based on where the employee works and is aligned to one of 3 tiers based on the cost of labor for that geographic area. The expected salary ranges for this role are set forth below.

Tier 1: $129,200 - $159,600

Tier 2: $116,280 - $143,640

Tier 3: $103,360 - $127,680

You can view which tier applies to where you plan to work here. A variety of factors are considered when determining someone's leveling and compensation–including a candidate's professional background and experience. These ranges may be modified in the future and final offer amounts may vary from the amounts listed above.

Please continue to apply if you are unsure that you fit into our compensation structure.

Drata is on a mission to help build trust across the internet.

Drata is a security and compliance automation platform that continuously monitors and collects evidence of a company's security controls, while streamlining compliance workflows end-to-end to ensure audit readiness.

We all recognize the importance of earning and keeping the trust of our customers when it comes to protecting their data. We've felt firsthand how burdensome achieving and maintaining a strong security and compliance posture can be at a fast-growing company. It's a manual, redundant, error-prone, and unscalable process - and it only grows more complex and expensive over time.

Our team of SaaS, security, compliance, and audit experts have built a better way - with automation.

Employment at Drata is based solely upon individual merit and qualifications directly related to professional competence. We strictly prohibit unlawful discrimination or harassment on the basis of race, color, religion, veteran status, national origin, ancestry, pregnancy status, sex, gender identity or expression, age, marital status, mental or physical disability, medical condition, sexual orientation, or any other characteristics protected by law. We also make reasonable accommodations to meet our obligations under laws protecting the rights of the disabled.

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