Revenue Operations Manager

Drata
San Francisco
Workplace: HybridFull timeUSD 135,000 - 207,000 annuallyFunction: Revenue Operations (RevOps)Experience: 5-8 yearsSkills: ["Strategic thinking","Analytical thinking","Systems thinking","High ownership","Communication"]

Own core GTM systems and operational workflows across Sales, Marketing, Partnerships, and Account Management. Build and refine lead routing, account assignment, opportunity stages, and forecasting frameworks, then act as the analytics engine for pipeline health, conversion, productivity, bookings, and forecast accuracy. Partner with Sales on forecasting cadences and deal support for enterprise evaluations, drive strategic GTM programs (segmentation, territories, capacity planning), and ensure data governance for audit-ready system health.

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FursaFursa
Drata
Drata
18 hours ago

Revenue Operations Manager

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Last checked: 8 hours agoStatus: Live

Job Summary

Own core GTM systems and operational workflows across Sales, Marketing, Partnerships, and Account Management. Build and refine lead routing, account assignment, opportunity stages, and forecasting frameworks, then act as the analytics engine for pipeline health, conversion, productivity, bookings, and forecast accuracy. Partner with Sales on forecasting cadences and deal support for enterprise evaluations, drive strategic GTM programs (segmentation, territories, capacity planning), and ensure data governance for audit-ready system health.
Location: San Francisco
Workplace: Hybrid
Employment Type: Full time
Job Function: Revenue Operations (RevOps)
Seniority: Manager level

Key Responsibilities

  • •Own and operate core GTM systems (Salesforce, sales engagement, marketing automation, BI tools).
  • •Translate GTM requirements into scalable workflows, automations, and processes across GTM teams.
  • •Maintain and optimize lead routing, account assignment, opportunity stages, and forecasting frameworks.
  • •Build GTM dashboards and analytics for pipeline health, funnel conversion, rep productivity, bookings, and forecast accuracy.
  • •Ensure data accuracy and system health across GTM records and forecasting artifacts; implement standards and troubleshoot issues to minimize friction.

Pay and Benefits

Salary: USD 135,000 - 207,000 annually
Equity and Bonus:Equity
Perks:Health InsuranceDentalVision401kLife InsuranceDisability InsuranceParental LeaveLearning BudgetPaid Holidays

Key Requirements

  • •5–8 years of experience in Revenue Operations, Sales Ops, GTM Systems, or Strategy.
  • •Experience in a high-growth SaaS or cybersecurity company strongly preferred.
  • •Hands-on expertise with GTM systems.
  • •Strong strategic and analytical instincts to model GTM scenarios and turn insights into recommendations.
  • •Systems thinking with high ownership and comfort with ambiguity; exceptional communication and leadership presence.
Experience:5-8 yearsSaaSCybersecurityGTMRevenue operationsSales ops
Skills:Strategic thinkingAnalytical thinkingSystems thinkingHigh ownershipCommunication
Tech Stack:SalesforceSales engagementMarketing automationBI toolsDashboards

Company Brief

Drata
Provides a continuous security and compliance automation platform to help companies achieve and maintain frameworks such as SOC 2, ISO 27001, HIPAA, and GDPR through automated evidence collection and monitoring. ([drata.com](https://drata.com/blog/fy25-momentum?utm_source=openai))
Industry: RegTech
Company Size: Large (251 to 1,000 employees)
Revenue: USD 100M to 250M
Growth: Scaleup
Valuation: Unicorn (USD 1B+)
Funding: Series C
Headquarters: San Diego, United States
Founded: 2020
Glassdoor
Glassdoor: 3.3
WebsiteLinkedInGlassdoor