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Drata · 5 months ago

Manager, GTM Planning & Analytics (Remote)

United States

Full-time

Remote

Mid, Senior Level

$137K/yr - $169K/yr

5+ years exp

Drata is a trust management platform focused on modernizing governance, risk, and compliance through AI-driven automation. They are seeking a highly motivated Manager for their GTM Planning & Analytics team to execute planning initiatives, manage quota models, and collaborate cross-functionally to drive operational excellence in an Enterprise B2B SaaS environment.

ComplianceInformation TechnologySaaSSecuritySoftware

Responsibilities

Support the end-to-end execution of the annual GTM planning process, including data gathering, model development, and scenario analysis for capacity, territory, and investment planning

Lead the development, maintenance, and consolidation of detailed GTM quota models for various sales segments and roles, ensuring accuracy and alignment with strategic objectives

Contribute to the implementation and optimization of 'connected planning' processes and tools, helping integrate GTM plans across different functions

Conduct in-depth analysis of GTM performance, identify trends, and develop actionable insights to inform decision-making. Prepare and present regular reports and dashboards to GTM leadership

Assist in the development of GTM forecasts and monitor performance against targets, highlighting deviations and recommending corrective actions

Partner with Sales Operations, Marketing Operations, Finance, and other teams to ensure data integrity, process consistency, and effective information flow for planning and analysis

Identify opportunities to streamline and automate planning and analytics processes, leveraging tools and best practices

Provide timely and accurate ad-hoc analysis to support strategic initiatives and immediate business needs

Qualification

GTM OperationsSales Capacity ModelingQuota SettingData AnalysisExcel/Google SheetsSQLPlanning SoftwareBI ToolsCommunication SkillsInterpersonal SkillsAttention to DetailProject Management

Required

5+ years of experience in GTM Operations, Sales Operations, Business Operations, or Finance roles, preferably within an Enterprise B2B SaaS company

Proven experience with annual planning cycles, sales capacity modeling, and quota setting

Strong analytical and quantitative skills, with advanced proficiency in Excel/Google Sheets for complex data modeling

SQL proficiency is a plus

Experience with planning software (e.g., Anaplan, Adaptive Insights, Workday Adaptive Planning) is a significant plus

Proficiency with BI tools (e.g., Sigma, Tableau) for dashboard creation and data visualization

Excellent communication and interpersonal skills, with the ability to effectively collaborate with cross-functional teams

Strong attention to detail and a commitment to data accuracy

Endless curiosity and a need to dive deeper for understanding

Ability to manage multiple projects simultaneously and meet deadlines in a dynamic environment

Bachelor's degree preferred

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