200+ applicants

Company

Drata · 15 hours ago

Director of Revenue Operations

United States

Full-time

Remote

Director/Executive

$157K/yr - $243K/yr

8+ years exp

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Responsibilities

Collaborate with leadership across Sales and Business Development to design and execute the GTM strategy, tying to overall company and Board-level goals.

Lead the annual and quarterly planning process, including forecasting, territory design, quota setting, and resource allocation, globally.

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.

Own the operational processes from a strategic (long-term) to tactical (immediate) perspective, ensuring alignment among all Sales and BD teams.

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.

Serve as a key liaison between Sales, BD, Customer, Marketing, and Product teams.

Manage and scale a high-performing, efficiently run revenue operations team, with a track record of developing and growing talent.

Qualification

Find out how your skills align with this job's requirements. If anything seems off, you can easily click on the tags to select or unselect skills to reflect your actual expertise.

GTM operationsRevenue operationsSales operationsCRM systemsData analyticsKey performance indicatorsOperational strategyProcess improvementsSales tech stackTeam success focus

Required

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