Director of Revenue Operations, Drata
$157.3-242.9k
+ Stock, typically in the form of Restricted Stock Units (RSUs). Salary dependent on location
Security and compliance automation
Be an early applicant
Security and compliance automation
501-1000 employees
Be an early applicant
$157.3-242.9k
+ Stock, typically in the form of Restricted Stock Units (RSUs). Salary dependent on location
501-1000 employees
Company mission
To help companies earn and keep the trust of their users, customers, partners, and prospects.
Role
Who you are
- This role will require strong strategic, analytical, and operational experience, a data-driven mindset, and the ability to build and manage systems that support cross-functional collaboration
- 8+ years of experience in GTM operations, revenue operations, or sales operations, ideally in a growth-stage B2B software company
- 3+ years in a management role with demonstrated ability to lead diverse teams
- Advanced skill set within CRM systems (e.g., Salesforce, HubSpot) and the broader sales tech stack (e.g., Lean Data, Clari, Outreach)
- Proven experience leading operational strategy, implementing systems, and driving process improvements
- Strong experience in developing and tracking key performance indicators (KPIs) related to revenue and sales performance
- Experience with data analytics, managing reports, dashboards, and forecasting models
- Excellent communication skills, with the ability to present complex data in an understandable and actionable manner
- Ability to lead cross-functional initiatives and communicate effectively with stakeholders at all levels
- A collaborative mindset with a strong focus on team success and internal and external customer outcomes
- Ability to think strategically while also being hands-on in executing the day-to-day operational needs of the business
- Strong leadership skills, with a passion for building high-performing teams and scalable infrastructure
What the job involves
- The Director of Revenue Operations will be critical to helping Drata shape and execute its global revenue strategy, driving operational efficiency, and overall topline growth
- In this role, you’ll partner closely with the SVP of Sales and SVP of Business Development to help define and execute the GTM strategy by which we grow our global business
- You will collaborate with Marketing, Customer, Finance, and Product teams to ensure a cohesive approach to achieving our revenue goals
- This role will report to the VP of Business Operations (under the COO), working in close coordination with the rest of the GTM operations team, primarily supporting our SVP of Sales and SVP of Business Development and their respective organizations
- Strategic Leadership: Collaborate with leadership across Sales and Business Development to design and execute the GTM strategy, tying to overall company and Board-level goals
- Planning & Forecasting: Lead the annual and quarterly planning process, including forecasting, territory design, quota setting, and resource allocation, globally
- Data-Driven Insights: Oversee the development and maintenance of dashboards and reports that track key performance indicators (KPIs); provide strategic insights to senior leadership and the Sales and BD teams to drive decision-making
- Process Optimization: Own the operational processes from a strategic (long-term) to tactical (immediate) perspective, ensuring alignment among all Sales and BD teams
- Technology Management: Manage the selection, implementation, and optimization of Sales and BD tools (e.g., CRM, enrichment, outreach, engagement platforms), ensuring that technology solutions support the team's goals and improve operational efficiency
- Cross-Functional Collaboration: Serve as a key liaison between Sales, BD, Customer, Marketing, and Product teams
- People Management: Manage and scale a high-performing, efficiently run revenue operations team, with a track record of developing and growing talent
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
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 values
- BUILT ON TRUST: Trust is our most precious asset, earned through consistency over time.
- ACT WITH INTEGRITY: We do the right thing, regardless of whether anyone else is looking.
- CUSTOMER-OBSESSIVE: Everything we do revolves around the customer at the center of our purpose.
- COMPETITIVE FIRE: It burns from within - we push ourselves harder than anyone else ever could.
- DIVERSITY: Unique perspectives provide a better shared view of a problem and its possible solutions.
- AUTOMATION-FIRST: Our products save companies time and money - efficiency is paramount.
Company HQ
University City, San Diego, CA
Articles
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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