VP, Revenue Operations

Drata

2d

About The Position

The Vice President, Revenue Operations will own the strategy and operating cadence that power Drata’s go‑to‑market engine across Sales, Customer Success, and Partnerships. This leader is accountable for building a scalable RevOps function, driving predictable revenue, and providing the data and insights our executive team needs to make high‑quality decisions. You are equally comfortable in the weeds of Salesforce and GTM tooling as you are in ELT and Board‑level discussions on growth, efficiency, and unit economics. This role is a key member of the broader GTM and Finance leadership teams and reports directly to the Chief Financial Officer (CFO).

Requirements

• A driver mentality with strong ownership, high bias to action, and comfort operating in a fast‑paced, high‑growth environment.
• Proven ability to build and scale Revenue Operations functions that are deeply embedded partners to Sales, CS, Marketing, and Finance.
• Exceptional communication and storytelling skills; able to translate complex data into clear narratives and recommendations for executives and Board‑level audiences.
• Strong executive presence and the ability to influence, align, and drive change across cross‑functional stakeholders.
• Demonstrated ability to build, lead, and develop high‑performing, multi‑disciplinary teams (strategy, analytics, systems).
• Comfort operating at multiple altitudes — from hands‑on Salesforce and tooling work to ELT/Board‑level strategic discussions.
• 12+ years of experience in Revenue Operations / Sales Operations / CS Operations / 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 in a fast‑paced environment (e.g., Series C+ or similar) with complex, multi‑product sales motions.
• Deep expertise with Salesforce and related GTM tools such as CPQ, forecasting, enablement, intent, enrichment, and commissions tooling.
• Strong command of go‑to‑market design: segments, territories, quotas, coverage, compensation levers, and capacity modeling.
• Experience building or scaling CS Operations functions, including health‑scoring frameworks, renewal/expansion forecasting, and digital‑touch programs.
• Demonstrated experience driving forecast accuracy, pipeline discipline, and sales productivity across Commercial and Enterprise segments.
• Advanced analytical skills; comfortable with metrics such as CAC, LTV, payback, NRR/GRR, and sales efficiency, and experienced partnering closely with Finance on planning, forecasting, and unit economics.
• Experience evaluating and implementing AI/automation solutions within RevOps or GTM workflows (e.g., AI‑driven forecasting, scoring, or workflow automation).

Responsibilities

• Partner with GTM and Finance leadership to define the end‑to-end revenue strategy, including growth targets, capacity plans, and coverage models.
• Own the annual and quarterly GTM planning process (segments, territories, quotas, roles, compensation design inputs) to align with company‑level ARR and efficiency goals.
• Drive the forecasting framework across New, Expansion, and Retention (NRR/GRR), including standard definitions, methodologies, and inspection routines.
• Build and maintain a single source of truth for customer, pipeline, and forecast health, with clear leading indicators and risk signals.
• Design and run the GTM operating rhythm: QBRs, weekly forecast calls, pipeline reviews, and performance reviews across segments.
• Establish clear stage definitions, SLAs, routing rules, and handoffs across Marketing, SDR, Sales, CS, and Partners.
• Define and enforce data, process, and governance standards so GTM data is reliable, auditable, and decision‑ready.
• Partner with Finance on revenue analytics, cohort performance, sales efficiency, and payback metrics to inform investment decisions.
• Own territory mapping and routing plans, scaling the program for automated efficiency.
• Own and/or influence the revenue tech stack (e.g., Salesforce, CPQ, forecasting/BI, enablement, sequencing, enrichment, intent) and roadmap in partnership with Business Systems and IT.
• Set strategy for post‑sale tooling (e.g., CS platforms, product‑usage integrations, digital engagement tools) to enable proactive, data‑driven customer management.
• Ensure systems support scalable, low‑friction workflows for AE/AM/CSM/Professional Services/Support/SDR teams while meeting the needs of Finance, Legal, and Security.
• Lead design and implementation of key integrations (e.g., Salesforce ↔ billing, product usage, marketing automation, commissions tools).
• Partner with Data/Analytics to define core GTM dashboards and self‑serve reporting for executives, managers, and individual contributors.
• Identify and deploy AI and automation opportunities across the GTM workflow, including AI‑assisted forecasting, intelligent lead/account scoring, automated workflows, and GenAI‑powered enablement to drive efficiency and scale.
• Build a high‑impact analytics capability that can answer: what’s working, what’s not, and what to do about it across segments, products, and channels.
• Own funnel and lifecycle analysis (lead → opportunity → closed‑won → adoption → expansion/renewal), and drive recommendations that improve conversion and velocity.
• Identify and quantify growth levers (pricing/packaging, mix shift, win‑rates, ramp times, capacity) and work with cross‑functional owners to execute.
• Partner with Sales Enablement to translate insights into playbooks, training, and manager inspection.
• Leverage AI/ML techniques to surface predictive signals (churn risk, expansion propensity, deal health) and embed them into operational workflows and inspection routines.
• Build, lead, and develop a high‑performing RevOps organization across strategy, analytics, and systems.
• Set clear priorities, operating principles, and career paths for the team; create a culture of accountability, speed, and partnership.
• Act as a trusted advisor to GTM, Finance, Product, and Executive leaders; push for clarity on trade‑offs and drive decisions to closure.

Benefits

• Shared Success: We provide stock equity to ensure that as the company grows, you share directly in that success. Equity gives every employee a sense of ownership and the opportunity to celebrate our wins together—because your contributions don’t just support our progress; they help drive our collective success.
• Health & Wellness: Up to 100% employer-paid premiums for medical, dental, and vision coverage for employees and their dependents, along with comprehensive wellness benefits and healthcare concierge services designed to support your needs beyond traditional insurance.
• Financial Well-being: A comprehensive suite of financial benefits, including a 401(k) plan, company-paid life and disability insurance, tax-advantaged spending accounts, and a range of discounted voluntary offerings to help you customize and strengthen your overall financial position.
• Family Support: We want to support you in life's most important moments, so we offer a paid Parental Leave policy, after six months of employment. Employees also receive access to Kindbody fertility and family-building benefits and dedicated leave specialists who help guide you through the entire process.
• Growth & Development: Generous annual stipends for both professional and personal development, empowering you to invest in your continued growth. You’ll also have access to a wide range of internal learning opportunities, ensuring you can build new skills, deepen your expertise, and advance your career with confidence.
• Time Off & Flexibility: We believe that to do your best work, you should get the time you need for rest, rejuvenation and recovery. Drata offers a flexible vacation policy, paid holidays, and other perks to recharge.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive
• Education Level: No Education Listed