Revenue Operations Manager

Drata is building the trust layer between great companies - automating compliance, managing risk, and helping organizations prove trust continuously as they scale. We're Dratanauts: a global crew of 600+ professionals united by a culture that rewards integrity, ownership, and raising the bar, no matter where in the world we're working from. Why Join the Drata Team? At Drata, you're not maintaining legacy compliance software - you're building the agentic AI platform defining what trust looks like for the next generation of companies. Here's what makes the work itself worth showing up for: - Problems without a playbook: You'll work at the edge of AI and security, building agentic governance, continuous compliance, and real-time trust verification to solve problems that don't have an established answer yet. You're writing it as you go. - Real ownership, not just process: Our values center on owning outcomes and raising the bar, not checking boxes. You're expected to have opinions and back them. - A seat at the table: Your perspective is unique and valued. Open debate and diverse viewpoints are built into how decisions actually get made here, at every level. - Growth at rocketship speed: Drata is scaling fast, which means scope grows fast too. High performers get more ownership, visibility, and experience. - A crew, not just coworkers: Dratanauts consistently describe a "come as you are" culture with sharp, curious people—the kind of team that makes hard problems genuinely fun to solve. See what they say here https://drata.com/about/careers/life and follow us on LinkedIn https://www.linkedin.com/company/drata/posts/?feedView=all for company news, employee stories, and career updates. Job Summary: As Revenue Operations Manager, you’ll help build the operational foundation for a fast-scaling GTM team. What you'll do: - Own and operate some of our core GTM systems — including Salesforce, sales engagement, marketing automation, and BI tools. - Translate GTM requirements into scalable workflows, automations, and processes across Sales, Marketing, Partnerships, and Account Management teams. - Maintain and optimize lead routing, account assignment, opportunity stages, and forecasting frameworks. Be the analytics and insights engine for GTM leadership - Build dashboards and analytics that surface insights on pipeline health, funnel conversion, rep productivity, bookings, and forecast accuracy. - Identify underperformance or whitespace opportunities across segments and propose clear recommendations. - Provide GTM reporting for leadership, investors, and the Board. Partner closely with Sales - Support forecasting cadences, quarterly planning, and coverage modeling for two distinct segments. - Work with Enterprise AEs on deal support, pricing workflows, approval routing, and data accuracy for large evaluations. Drive strategic GTM programs - Build and refine our segmentation, territory models, and capacity planning frameworks as we scale. - Lead programs focused on pipeline generation, pricing strategy, sales productivity, and stage-by-stage conversion improvements. - Evaluate and implement new GTM tools to improve efficiency and visibility. Ensure data governance and system health - Own data accuracy across accounts, contacts, opportunities, and forecasting artifacts. - Implement standards, documentation, and processes that keep our GTM systems clean, reliable, and audit-ready. - Troubleshoot issues and proactively refine workflows to minimize friction for field teams. AI Enabled Solutions - Work with Data and Analytics team to build and deploy cutting-edge AI solutions that drive increased efficiency, productivity and optimization of company wide resources What you'll bring: - 5–8 years experience in Revenue Operations, Sales Ops, GTM Systems, or Strategy. - Experience in a high-growth SaaS or cybersecuritycyversecurity company strongly preferred. - Hands-on expertise with GTM systems. - Strong strategic and analytical instincts. You can model complex GTM scenarios, interpret trends, and translate insights into actionable recommendation. - Systems thinking + execution ability. You understand how pipeline, routing, territories, forecasting, and compensation mechanics fit together - and can design processes that scale. - High ownership and comfort with ambiguity. You thrive in environments with rapid iteration, incomplete data, and new GTM motions being built in real time. - Exceptional communication and leadership presence. Startup DNA. You execute fast, solve problems creatively, and enjoy being hands-on in the tools. - Always be thinking about the “so what?” to drive action around insights. How we support you: At Drata, our people are our strongest advantage—and we prove it with support that exceeds industry standards. Our total rewards package is designed to power your well-being, accelerate your growth, and keep your work-life balance thriving. Explore how we invest in your Life at Drata https://drata.com/about/life-at-drata?utm_source=chatgpt.com. - Shared Success: We provide stock equity to ensure that as the company grows, you share directly in that success. Equity gives every employee a sense of ownership and the opportunity to celebrate our wins together—because your contributions don’t just support our progress; they help drive our collective success. - Health & Wellness: Up to 100% employer-paid premiums for medical, dental, and vision coverage for employees and their dependents, along with comprehensive wellness benefits and healthcare concierge services designed to support your needs beyond traditional insurance. - Financial Well-being: A comprehensive suite of financial benefits, including a 401(k) plan, company-paid life and disability insurance, tax-advantaged spending accounts, and a range of discounted voluntary offerings to help you customize and strengthen your overall financial position. - Family Support: We want to support you in life's most important moments, so we offer a paid Parental Leave policy, after six months of employment. Employees also receive access to Kindbody fertility and family-building benefits and dedicated leave specialists who help guide you through the entire process. - Growth & Development: Generous annual stipends for both professional and personal development, empowering you to invest in your continued growth. You’ll also have access to a wide range of internal learning opportunities, ensuring you can build new skills, deepen your expertise, and advance your career with confidence. - Time Off & Flexibility: We believe that to do your best work, you should get the time you need for rest, rejuvenation and recovery. Drata offers a flexible vacation policy, paid holidays, and other perks to recharge. The expected base salary range for this role is between $135,000 - $207,000 and is listed to provide transparency. Actual base pay will vary based on multiple factors — market location, job-related knowledge, skills, experience, and overall alignment to the role. Candidates shouldn't expect automatic placement at any particular point within the range. Offer amounts are determined by the qualifications each candidate brings to the position. Total compensation may also include equity designed to provide meaningful ownership in the company, as well as health and wellbeing benefits.