VP, Revenue Operations

Drata, Inc.

Job Overview

Location

Remote - US

Job Type

Full-time

Full Job Description

📋 Description

• As the Vice President of Revenue Operations at Drata, you will serve as the strategic architect and operational engine powering the company’s go-to-market motion across Sales, Customer Success, and Partnerships, directly reporting to the CFO and partnering with executive leadership to drive predictable, scalable revenue growth.
• You will own the end-to-end revenue strategy, forecasting rigor, GTM operating cadence, and technology enablement, ensuring alignment between sales, customer success, finance, and product teams to maximize ARR, NRR/GRR, and sales efficiency while embedding data-driven decision-making at every level.
• You will build and lead a high-performing RevOps organization from strategy and analytics to systems and process governance, establishing a single source of truth for customer and pipeline health, and driving automation and AI adoption to scale operations with precision and velocity.
• You will partner with GTM and Finance leadership to define territory mapping, quota attainment, compensation design, and capacity planning, while owning forecast accuracy, pipeline discipline, and lifecycle analytics to uncover growth levers in pricing, mix, win rates, and ramp time.
• You will act as a trusted advisor to the executive team and Board, translating complex data into clear narratives and actionable insights, while fostering a culture of ownership, speed, and partnership across cross-functional stakeholders in a high-growth, mission-driven environment.
• You will have the opportunity to shape the future of RevOps at a category-defining trust automation platform, leveraging your expertise to scale a function that directly impacts Drata’s ability to earn and keep customer trust at scale—where your work doesn’t just support growth, it defines it.

🎯 Requirements

• 12+ years of experience in Revenue Operations, Sales Operations, CS Operations, or GTM Operations at high-growth B2B SaaS companies.
• 5+ years leading teams, with at least 3+ years at Director/Senior Director level or above.
• Proven track record of building and scaling RevOps functions in fast-paced, Series C+ or similar environments with complex, multi-product sales motions.
• Deep expertise with Salesforce and related GTM tooling including CPQ, forecasting, enablement, intent, enrichment, and commissions systems.
• Strong command of go-to-market design: segments, territories, quotas, coverage models, compensation levers, and capacity planning.
• Experience building or scaling CS Operations, including health-scoring frameworks, renewal/expansion forecasting, and digital-touch programs.
• Demonstrated ability to drive forecast accuracy, pipeline discipline, and sales productivity across Commercial and Enterprise segments.
• Advanced analytical skills with fluency in CAC, LTV, payback, NRR/GRR, and sales efficiency metrics, and proven experience partnering with Finance on planning, forecasting, and unit economics.
• Experience evaluating and implementing AI/automation solutions within RevOps or GTM workflows, such as AI-driven forecasting, scoring, or workflow automation.

🏖️ Benefits

• Up to 100% employer-paid premiums for medical, dental, and vision coverage for employees and dependents, plus comprehensive wellness benefits and healthcare concierge services.
• Generous annual stipends for professional and personal development, plus access to internal learning opportunities to support continuous growth and skill advancement.
• Paid Parental Leave policy after six months of employment, along with access to Kindbody fertility and family-building benefits and dedicated leave specialists.
• Flexible vacation policy, paid holidays, and time-off flexibility to support rest, rejuvenation, and work-life balance.
• Competitive base salary range of $263,500–$294,500, plus equity in the form of Restricted Stock Units (RSUs) and company-paid life and disability insurance.
• 401(k) plan, tax-advantaged spending accounts, and discounted voluntary offerings to support long-term financial well-being.

Skills & Technologies

REST

Remote

$263k-294k

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Drata, Inc.

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About Drata, Inc.

Drata is a compliance automation platform that continuously monitors and collects evidence for security frameworks such as SOC 2, ISO 27001, HIPAA, and PCI DSS. It integrates with cloud services, identity providers, and SaaS tools to track controls, manage risks, and generate audit-ready documentation. The company serves technology startups and enterprises seeking to streamline security compliance workflows and maintain continuous monitoring without manual spreadsheets.

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