Drata is looking for a dynamic and results-driven leader to manage our Partner Development Managers and Channel SDR. In this role, you’ll drive the strategy and execution of our partner prospecting efforts, ensuring our team creates high-quality opportunities that fuel Drata’s channel growth. The ideal candidate has a strong background in SaaS sales development, partner ecosystems, and a passion for coaching and scaling high-performing teams in a fast-paced environment.
What you’ll do:
- Hire, train, and lead a high-performing team of Partner Development Managers and Channel SDR.
- Develop and implement strategies to generate and qualify partner-sourced opportunities.
- Motivate and inspire the team to exceed pipeline and revenue targets through coaching, feedback, and mentorship.
- Identify and refine best practices for outbound prospecting, messaging, and engagement within the partner ecosystem.
- Regularly report on individual and team performance, leveraging data to drive improvements.
- Collaborate with sales and channel leadership to optimize processes, enhance partner engagement, and maximize revenue impact.
- Accurately forecast team performance on a weekly basis.
What you’ll bring:
- 2 - 4+ years managing a Sales Development team in the SaaS space
- 4+ years in sales, preferably in SaaS
- Passionate about training and developing a team
- 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
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
- 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, variable compensation, benefits, and stock, typically in the form of Restricted Stock Units (RSUs). The applicable range of On-Target Earnings (OTE) 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 OTE ranges for this role are set forth below, subject to change.
Tier 1: $230,600 - $284,900
Tier 2: $207,500 - $256,400
Tier 3: $184,500 - $227,900
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.
Drata is on a mission to serve as the trust layer between great companies.
Drata is a trust management platform that uses AI-driven automation to modernize governance, risk, and compliance, helping thousands of businesses develop a more secure, proactive, and risk-aware organization to continuously maintain trust with customers.
We all recognize the importance of earning and keeping the trust of our customers when it comes to protecting their data. We know how burdensome achieving and maintaining a strong GRC posture can be with the rise in compliance regulations. 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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Trust, Automated. Drata automates your compliance journey from start to audit-read and beyond and provides support from the security and compliance experts who built it. The company is backed by ICONIQ Growth, Alkeon Capital, Salesforce Ventures, GGV Capital, Cowboy Ventures, Leaders Fund, Okta Ventures, SVCI, SV Angel, and many key industry leaders.
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With a powerful mission, our people help to build a unique and diverse culture. Drata supports continued professional development, promotional paths and every opportunity to move fast and reach their full potential. Join our driven team and help build trust across the internet!
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Employees work remotely.
Flexible hours from the comfort of your home. Drata is a 100% remote environment. While we are a remote company, we have ways to connect and engage with our employees through team off-sites, virtual happy hours, and team challenges.
