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. 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. 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.

What You’ll Do:

• 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.

What You’ll Bring:

• 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.

Benefits:

• 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 (available after six months of employment)
• 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 stock, typically in the form of Restricted Stock Units (RSUs). 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: $196,600 - $242,900

Tier 2: $177,000 - $218,600

Tier 3: $157,300 - $194,300

You can view which tier applies to where you plan to work here. A variety of factors are considered when determining someone’s leveling and compensation–including a candidate’s professional background and experience. These ranges may be modified in the future and final offer amounts may vary from the amounts listed above.