Senior Manager of Channel Partnerships, Drata

$184.5-284.9k

OTE

Plus variable compensation and stock, typically in the form of Restricted Stock Units (RSUs). Salary dependent on location

Senior and Expert level

Remote in US

Security and compliance automation

Job no longer available

Security and compliance automation

501-1000 employees

B2BSecurityComplianceSaaSCyber SecurityCloud Computing

Job no longer available

$184.5-284.9k

OTE

Plus variable compensation and stock, typically in the form of Restricted Stock Units (RSUs). Salary dependent on location

Senior and Expert level

Remote in US

501-1000 employees

B2BSecurityComplianceSaaSCyber SecurityCloud Computing

Company mission

To help companies earn and keep the trust of their users, customers, partners, and prospects.

Job

Company

Role

Who you are

Drata is looking for a dynamic and results-driven leader to manage our Partner Development Managers and Channel SDR
The ideal candidate has a strong background in SaaS sales development, partner ecosystems, and a passion for coaching and scaling high-performing teams in a fast-paced environment
2 - 4+ years managing a Sales Development team in the SaaS space
4+ years in sales, preferably in SaaS
Passionate about training and developing a team
Strong foundation with SDR processes, and KPIs
Excellent ability to identify and resolve problems in SDR processes
Excellent mentoring, coaching and performance management skills
Proven success with consistently exceeding targets and surpassing competitors
Successful background with forecasting, enablement, competitive analysis and sales strategies
Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization
Strong business sense and industry expertise

What the job involves

In this role, you’ll drive the strategy and execution of our partner prospecting efforts, ensuring our team creates high-quality opportunities that fuel Drata’s channel growth
Hire, train, and lead a high-performing team of Partner Development Managers and Channel SDR
Develop and implement strategies to generate and qualify partner-sourced opportunities
Motivate and inspire the team to exceed pipeline and revenue targets through coaching, feedback, and mentorship
Identify and refine best practices for outbound prospecting, messaging, and engagement within the partner ecosystem
Regularly report on individual and team performance, leveraging data to drive improvements
Collaborate with sales and channel leadership to optimize processes, enhance partner engagement, and maximize revenue impact
Accurately forecast team performance on a weekly basis

Our take

Traditional manual compliance workflows are tedious, error-prone and extremely hard to scale, which presents special difficulties for rapidly growing companies in maintaining strong data security. Drata enables companies to manage compliance easily, by automatic monitoring and evidence collection, building a single picture of risk across the company.

The company has several competitors offering compliance automation solutions, including Vanta and Secureframe , but Drata is unique in automating the tasks themselves rather than generating notifications for teams to action. This approach has garnered Drata a client base of thousands of companies including bambooHR, Notion and Abnormal.

Drata has grown swiftly since its 2020 founding. Iconiq Growth and GGV Capital have led Drata's impressive funding rounds. It intends to use its influx of cash to invest heavily in research and development, and to roll out new features for auditors and startups.

Freddie

Company Specialist at Welcome to the Jungle

Insights

Top investors

90% employee growth in 12 months

Glassdoor (3.4)

Company

Funding (last 2 of 4 rounds)

Dec 2022

$200m

SERIES C

Nov 2021

$100m

SERIES B

Total funding: $328.2m

Company benefits

100% coverage for medical, dental, and vision
$500 annually towards personal development opportunities
Unlimited vacation policy for strong, fully charged batteries
Flexible hours and work from home (especially these days!)
Reach your financial goals while reducing your taxes
Pre-tax savings plans for healthcare and dependent care
Work From Home Stipend
Learning Enrichment Stipends
16 weeks fully-paid parental leave
401K Retirement Plan

Company HQ

University City, San Diego, CA

Leadership

Adam Markowitz

(CEO)

Previously VP & GM at Instructure. Founder & former CEO of Portfolium. Has worked in Mechanical and Aerospace Engineering.

Daniel Marashlian

(CTO)

Former Technical Advisory Board Member at the National University. Previously Senior Director Of Engineering at Instructure. Co-founded Portfolium and RapidEngage.

Troy Markowitz

(COO)

Advisor at Knack and former Contributor to Forbes. Previously the VP of Strategy, Growth Markets at Instructure. Prior experience in Business Development.

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