Revenue Operations Manager (Remote)


United States of America / Remote
  • Job Type: Full-Time
  • Function: Accounting/Finance
  • Industry: Software Infra
  • Post Date: 07/10/2024
  • Website:
  • Company Address: , San Diego, CA 92122, US

About Drata

Replace manual GRC efforts, reduce costs, and save time preparing for audits and maintaining compliance. Drata is the world’s most advanced security and compliance automation platform with the mission to help companies earn and keep the trust of their users, customers, partners, and prospects.

Job Description

The Sales Operations Manager will support Drata’s world class Sales team as an integral member of our growing Business Operations team. You are highly strategic, providing critical insights to support and drive operational excellence for our Sales teams. You’ll lead with data, ensuring we are always identifying new ways to increase efficiency and maximize productivity. You’re obsessed with your internal customers and constantly finding new ways to better support them and delight Drata’s growing customer base. You’re a Driver, you don’t just wait for projects and problems to come to you, but you identify them and executive without hesitation.

This role will report to the Director of Revenue Operations and will be a key member of our centralized Business Operations team, bringing a track record of proven success - preferably in a high-growth, fast-paced startup environment.

What you’ll do:

  • Monitor sales performance and partner with Sales leaders to deliver objectives, creating and maintaining Sales KPIs, reporting, dashboards, forecasts and other performance trackers
  • 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
  • Constantly evaluate our sales tech stack, ensuring we have the best systems to get the job done and build for scale
  • Partner with Sales and Finance leadership on annual planning, capacity planning, quotas, budgeting, forecasting, territories, compensation models/plans, SPIFFs, etc.
  • Partner with Sales Enablement to highlight opportunities for growth and support in end-user training and communications
  • Develop, maintain and optimize sales operations processes, such as CPQ order management, customer segmentation, pricing, quoting, customer lifecycle management, etc.
  • Identify and prioritize key projects to enhance the way our sales teams work, aligning stakeholders and executing from start to finish
  • 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
  • Execute and enforce data excellence within salesforce and key sales tools, taking pride in making things clean and easy to navigate

What you’ll bring:

  • 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 building and maintaining advanced operational forecasts
  • Advanced skills in common B2B tech stack, such as SFDC, Excel/G-Sheets, Clari, etc.
  • An unmatched attention to detail, taking pride in everything you do and understanding that the little things matter
  • Ability to build and maintain relationships with internal and external stakeholders
  • You have successfully maintained confidentiality while managing sensitive information appropriately
  • Ability to manage competing priorities in a results-driven environment
  • 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
  • Management experience
  • Salesforce Admin certification or similar
  • Salesforce CPQ experience is a huge plus


  • Healthcare: 90-100% paid premiums 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, with up to a $600 annual employer contribution to the HSA plan (if enrolled in HSA medical plan)
  • 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
  • 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: $124,950 - $154,350

Tier 2: $112,455 - $138,915

Tier 3: $99,960 - $123,480

Here you can view which geographic pay tier applies to you, based on where you permanently reside and work. A variety of factors are considered when determining someone’s leveling and compensation – including a candidate’s professional background and experience. What tier you are aligned to is non-negotiable and is solely dependent on where you permanently reside. These ranges and tier alignments may be modified in the future and final offer amounts may vary from the amounts listed above.


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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