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Drata

Revenue Operations Manager

Drata

. Own and operate core GTM systems, including Salesforce, sales engagement, marketing automation, and BI tools .

Posted 9/23/2026full-timeSan Francisco • California • United StatesMid-LevelSenior💰 $135,000 - $207,000 per yearWebsite

Core Competencies

Role fit
Core Competencies

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Demonstrates expertise in managing and optimizing GTM systems, including Salesforce and marketing automation tools, while translating complex requirements into actionable workflows and processes. Proven ability to analyze data for strategic insights and support revenue operations in a high-growth SaaS environment.

Highest-signal resume keywords
GTM Systems ManagementSalesforce ExpertiseRevenue Operations ExperienceStrategic AnalysisData Accuracy Management

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills
GTM SystemsSalesforceMarketing AutomationBusiness Intelligence ToolsForecasting FrameworksPipeline GenerationSegmentation ModelsData AnalysisWorkflow AutomationOpportunity Stages
Soft Skills
Exceptional CommunicationLeadership PresenceProblem-SolvingStrategic ThinkingOwnership
Tools & Technologies
Sales Engagement ToolsBI ToolsAI Solutions
Industry Keywords
SaaSCybersecurityRevenue OperationsSales OperationsGTM Strategy

Tech Stack

Tools & technologies
Cyber Security

About the role

Key responsibilities & impact
  • Own and operate core GTM systems, including Salesforce, sales engagement, marketing automation, and BI tools
  • Translate GTM requirements into scalable workflows, automations, and processes across Sales, Marketing, Partnerships, and Account Management
  • Maintain and optimize lead routing, account assignment, opportunity stages, and forecasting frameworks
  • Build dashboards and analytics covering pipeline health, funnel conversion, rep productivity, bookings, and forecast accuracy
  • Identify underperformance and whitespace opportunities and provide recommendations
  • Provide GTM reporting for leadership, investors, and the Board
  • Support forecasting cadences, quarterly planning, and coverage modeling for two segments
  • Support Enterprise AEs with deal support, pricing workflows, approval routing, and data accuracy
  • Build and refine segmentation, territory models, and capacity planning frameworks
  • Lead programs for pipeline generation, pricing strategy, sales productivity, and stage conversion improvements
  • Evaluate and implement GTM tools
  • Own data accuracy across accounts, contacts, opportunities, and forecasting artifacts
  • Implement standards, documentation, and processes to keep GTM systems clean, reliable, and audit-ready
  • Troubleshoot issues and refine workflows to minimize friction for field teams
  • Work with Data and Analytics to build and deploy AI solutions improving efficiency, productivity, and resource optimization

Requirements

What you’ll need
  • 5–8 years of experience in Revenue Operations, Sales Ops, GTM Systems, or Strategy
  • Experience in a high-growth SaaS or cybersecurity company strongly preferred
  • Hands-on expertise with GTM systems
  • Strong strategic and analytical instincts
  • Ability to model complex GTM scenarios, interpret trends, and translate insights into actionable recommendations
  • Systems thinking and execution ability across pipeline, routing, territories, forecasting, and compensation mechanics
  • High ownership and comfort with ambiguity
  • Exceptional communication and leadership presence
  • Startup DNA and ability to execute quickly, solve problems creatively, and work hands-on in tools
  • Ability to focus insights on actionable outcomes

Benefits

Comp & perks
  • Stock equity
  • Up to 100% employer-paid medical, dental, and vision premiums for employees and dependents
  • Comprehensive wellness benefits
  • Healthcare concierge services
  • 401(k) plan
  • Company-paid life and disability insurance
  • Tax-advantaged spending accounts
  • Discounted voluntary offerings
  • Paid parental leave after six months of employment
  • Kindbody fertility and family-building benefits
  • Dedicated leave specialists
  • Annual professional and personal development stipends
  • Internal learning opportunities
  • Flexible vacation policy
  • Paid holidays
  • Other recharge perks