Revenue Operations Manager

Drata is building the trust layer between great companies - automating compliance, managing risk, and helping organizations prove trust continuously as they scale. We're Dratanauts: a global crew of 600+ professionals united by a culture that rewards integrity, ownership, and raising the bar, no matter where in the world we're working from. Why Join the Drata Team? At Drata, you're not maintaining legacy compliance software - you're building the agentic AI platform defining what trust looks like for the next generation of companies. Here's what makes the work itself worth showing up for: Problems without a playbook: You'll work at the edge of AI and security, building agentic governance, continuous compliance, and real-time trust verification to solve problems that don't have an established answer yet. You're writing it as you go. Real ownership, not just process: Our values center on owning outcomes and raising the bar, not checking boxes. You're expected to have opinions and back them. A seat at the table: Your perspective is unique and valued. Open debate and diverse viewpoints are built into how decisions actually get made here, at every level. Growth at rocketship speed: Drata is scaling fast, which means scope grows fast too. High performers get more ownership, visibility, and experience. A crew, not just coworkers: Dratanauts consistently describe a "come as you are" culture with sharp, curious people—the kind of team that makes hard problems genuinely fun to solve. See what they say here and follow us on LinkedIn for company news, employee stories, and career updates. Job Summary: As Revenue Operations Manager, you’ll help build the operational foundation for a fast-scaling GTM team. What you'll do: Own and operate some of our 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 teams. Maintain and optimize lead routing, account assignment, opportunity stages, and forecasting frameworks. Be the analytics and insights engine for GTM leadership Build dashboards and analytics that surface insights on pipeline health, funnel conversion, rep productivity, bookings, and forecast accuracy. Identify underperformance or whitespace opportunities across segments and propose clear recommendations. Provide GTM reporting for leadership, investors, and the Board. Partner closely with Sales Support forecasting cadences, quarterly planning, and coverage modeling for two distinct segments. Work with Enterprise AEs on deal support, pricing workflows, approval routing, and data accuracy for large evaluations. Drive strategic GTM programs Build and refine our segmentation, territory models, and capacity planning frameworks as we scale. Lead programs focused on pipeline generation, pricing strategy, sales productivity, and stage-by-stage conversion improvements. Evaluate and imple