Director of Sales Development, Drata

• We are looking for a passionate, high-performing Director of Sales Development with 5+ years of experience in client-facing, management-level roles within the SaaS space
• Exceptional candidates are hungry to work in a fast-paced, entrepreneurial environment, and have a proven track record of success in their past roles and experiences
• 3+ years in a second line leadership role overseeing Sales Development teams in the SaaS space
• 5+ years in sales, preferably in SaaS
• Passionate about training and development
• 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

• You'll be coming in to lead multiple teams of SDRs to create qualified opportunities for the sales team
• Ongoing hiring, mentoring and development of SDR Managers and SDR’s which includes recruiting, hiring, and training new members
• Identify ways to accelerate hiring and ramp time for SDR productivity, and ensure the team has a mastery of all relevant knowledge and skills, including continually assessing the team’s knowledge & skills, and partnering with enablement, product marketing and others to close gaps
• Set and execute aggressive new business pipeline strategy and goals
• Define, track, and manage KPIs for the sales development organization to achieve monthly and quarterly goals
• Partner with sales leadership, marketing and other business partners to develop a successful GTM strategy
• Work closely with the AE Team to ensure a positive working relationship and maximize the impact and effectiveness of sales development efforts
• Refine and evolve a scalable, measurable, and predictable process for running and growing the team
• Ensure SDRs have the best tools to do their jobs and that they’re configured to ensure SDR efficiency and productivity
• Ensure CRM workflows, properties, and processes are configured to ensure SDR efficiency and productivity
• Manage SDR reports and dashboards to ensure the results they deliver can be easily understood by stakeholders throughout the organization
• Maintain integrity of pipeline, sales process, and data acquisition
• Maintain a compensation plan that drives high performance and incentivizes behaviors in line with company goals
• Motivate team members through creative incentives
• Effectively manage paths for career advancement within the SDR functions as well as to closing sales roles
• Coach and develop SDR managers to effectively lead, coach, and develop their team members
• Establish strong, trust-based relationships with each SDR

• 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

Total funding: $328.2m

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.