Careers at Drata

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🔥 Senior Manager, Solutions Engineering

Posted about 17 hours ago

🧭 Full-Time

💸 184500.0 - 284900.0 USD per year

🔍 SaaS

🔧 Requirements

7+ years of experience in Solutions Engineering, Pre-Sales, or related technical customer-facing roles.
2+ years of experience managing a pre-sales team, ideally within the SaaS or cloud technology space.
Strong track record of supporting enterprise customers and high-value sales cycles.
Experience owning and improving technical sales processes, including POCs, demos, and solution design.
Strong background in SaaS solutions and cloud-based architectures.
Experience working with common cloud platforms and enterprise IT tools, including:
Cloud Infrastructure – AWS, GCP, Azure
Identity & Access Management – Okta, Google Workspace, Entra ID
Version Control & DevOps – GitHub, Bitbucket, GitLab
Ability to translate technical capabilities into business value for customers.
Ability to clearly articulate complex technical solutions to both technical and non-technical stakeholders.
Strong storytelling and presentation skills for engaging with executives and decision-makers.

💡 Responsibilities

Manage, mentor, and coach a team of Senior Solutions Engineers supporting enterprise customers.
Drive professional growth and technical excellence within the team.
Foster a collaborative and customer-first culture.
Partner with enterprise sales leadership to refine technical sales strategies and support high-value deals.
Ensure the team effectively executes technical proof of concepts (POCs), demos, and solution alignment for complex enterprise prospects.
Serve as an escalation point for technical pre-sales challenges and key customer engagements.
Ensure the team gathers and communicates customer insights to product, engineering, and customer success teams.
Define and track key performance metrics to measure the effectiveness of the team.
Drive process improvements to optimize enterprise sales efficiency and technical engagement.
Support RFP/RFI responses, competitive analysis, and technical business case development.

Posted about 17 hours ago

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🔥 Sales Development Manager

Posted about 17 hours ago

💸 153000.0 - 189000.0 USD per year

🔍 SaaS

🔧 Requirements

2 - 4+ years managing a Sales Development team in the SaaS space
4+ years in sales, preferably in SaaS
Passionate about training and developing a team
Strong foundation with SDR processes, and KPIs
Excellent ability to identify and resolve problems in SDR processes
Excellent mentoring, coaching and performance management skills
Proven success with consistently exceeding targets and surpassing competitors
Successful background with forecasting, enablement, competitive analysis and sales strategies
Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization
Strong business sense and industry expertise

💡 Responsibilities

Hire, train, and lead a high-performing team of Sales Development Representatives
Inspire individuals and motivate a team to exceed objectives through regular coaching, feedback, and mentorship
Develop and mentor reps for career growth within the Drata Sales organization and other departments
Regularly report on key individual and team metrics to identify strengths and areas for improvement
Refine and improve the sales playbooks and training guides
Work closely with Sales and SDR Leadership team to improve opportunity management and qualification processes
Accurately forecast weekly, monthly and quarterly attainment

Posted about 17 hours ago

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🔥 Director, Sales Development (Remote)

Posted about 17 hours ago

💸 195500.0 - 241500.0 USD per year

🔍 SaaS

🔧 Requirements

3+ years in a second line leadership role overseeing Sales Development teams in the SaaS space
5+ years in sales, preferably in SaaS
Passionate about training and development
Strong foundation with SDR processes, and KPIs
Excellent ability to identify and resolve problems in SDR processes
Excellent mentoring, coaching and performance management skills
Proven success with consistently exceeding targets and surpassing competitors
Successful background with forecasting, enablement, competitive analysis and sales strategies
Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization
Strong business sense and industry expertise

💡 Responsibilities

Ongoing hiring, mentoring and development of SDR Managers and SDR’s which includes recruiting, hiring, and training new members
Identify ways to accelerate hiring and ramp time for SDR productivity, and ensure the team has a mastery of all relevant knowledge and skills, including continually assessing the team’s knowledge & skills, and partnering with enablement, product marketing and others to close gaps.
Set and execute aggressive new business pipeline strategy and goals
Define, track, and manage KPIs for the sales development organization to achieve monthly and quarterly goals.
Partner with sales leadership, marketing and other business partners to develop a successful GTM strategy
Work closely with the AE Team to ensure a positive working relationship and maximize the impact and effectiveness of sales development efforts
Refine and evolve a scalable, measurable, and predictable process for running and growing the team
Ensure SDRs have the best tools to do their jobs and that they’re configured to ensure SDR efficiency and productivity
Ensure CRM workflows, properties, and processes are configured to ensure SDR efficiency and productivity
Manage SDR reports and dashboards to ensure the results they deliver can be easily understood by stakeholders throughout the organization.
Maintain integrity of pipeline, sales process, and data acquisition
Maintain a compensation plan that drives high performance and incentivizes behaviors in line with company goals. 
Motivate team members through creative incentives
Effectively manage paths for career advancement within the SDR functions as well as to closing sales roles.
Coach and develop SDR managers to effectively lead, coach, and develop their team members.
Establish strong, trust-based relationships with each SDR

Posted about 17 hours ago

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🔥 Commercial Sales Director (Remote)

Posted about 17 hours ago

💸 297500.0 - 367500.0 USD per year

🔍 SaaS

🔧 Requirements

3+ years managing a full-cycle sales team in the SaaS space and leading a team of 5+ reps
7+ years in sales, preferably in SaaS
Proven success with consistently exceeding targets and surpassing competitors
Successful background with forecasting, enablement, competitive analysis and sales strategies
Strong communication skills to build relationships and and influence credibly and effectively at all levels of the organization
Ability to analyze the business and identify opportunities for improvement
Excellent mentoring, coaching and leadership skills to motivate and inspire a team
Experience working in a fast paced and dynamic environment

💡 Responsibilities

Manage a team of Account Executives in a specific geographic region
Accurately forecast sales projections and perform competitive analyses
Provide coaching to create an environment of learning, retention and growth
Consistently strive to increase ACVs and win rates while decreasing ramp time
Develop and drive sales strategies maintaining a focus on enablement and product marketing utilization
Identify emerging markets and market shifts while being fully aware of new products and competition stats
Manage existing pipeline, forecast accurately and report on performance to business stakeholders

Posted about 17 hours ago

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🔥 Senior Channel Business Manager (Remote)

Posted 2 days ago

💸 179100.0 - 276600.0 USD per year

🔍 SaaS

🔧 Requirements

Experience in GTM partnerships, operations, and/or strategy
Great interpersonal skills so you can collaborate with a diverse range of colleagues in other disciplines and cultures
Preferred background in the SaaS and/or technology space
Ability to gain the trust of senior management across a multitude of industries
Excellent written and verbal communication skills
A top performer with a considerable track record of meeting and exceeding targets
Self-starter who brings ideas to life and takes pride in results
Resourceful, finding ways to get things done regardless of the obstacles
Technical background preferred

💡 Responsibilities

Expand Drata’s market reach by developing and managing strategic partnerships.
Build and execute collaborative business plans and strategic programs that drive mutual growth and revenue.
Train and empower partners to effectively position and sell Drata within their customer networks.
Develop and implement strategies to integrate Drata into service-led partner offerings.
Monitor, analyze, and report on partner performance using Salesforce and other reporting tools.

Posted 2 days ago

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🔥 Partner Development Manager (Hybrid)

Posted 2 days ago

🧭 Full-Time

💸 102000.0 - 157500.0 USD per year

🔧 Requirements

An ability to thrive in a fast-paced, entrepreneurial business environment with a proven track record of success in past roles and experiences
A background of thriving on learning new concepts, technologies, personas, with a capacity to rapidly absorb and integrate that material into your day to day role
Self-starter who brings ideas to life and takes pride in results
Resourceful, finding ways to get things done regardless of the obstacles
Organized and detail-oriented with an ability to handle a variety of different projects
Excellent written and verbal communication skills

💡 Responsibilities

Identify and research potential partners, engage key decision-makers, and generate interest through outbound calls, emails, and social outreach
Build and manage relationships with partners, driving new business opportunities and increasing pipeline generation
Collaborate closely with Drata’s sales team and partner organizations to align on joint go-to-market strategies and field engagement
Respond promptly to inbound partner inquiries, qualifying and nurturing potential partnerships
Lead high-level discussions with resellers, MSSPs, and referral partners, articulating Drata’s value proposition and the benefits of partnering
Embrace change with a proactive mindset while staying organized, adaptable, and eager to learn and grow

Posted 2 days ago

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🔥 Senior Presales Architect (Remote)

Posted 5 days ago

🧭 Full-Time

💸 160700.0 - 248010.0 USD per year

🔍 SaaS

🔧 Requirements

7-10+ years of post-sales experience in a Solutions Architect, Technical Account Manager, Customer Success Engineer, or equivalent position, ideally in B2B SaaS
Hands-on development experience in AWS, Azure, GCP, or equivalent large-scale infrastructure systems
Extensive experience with REST APIs and JSON

💡 Responsibilities

Support design, build, and validation of technical Proof of Concepts (POCs) to showcase Drata’s capabilities.
Architect scalable solutions integrating Drata into customers’ security and compliance environments.
Provide deep technical guidance on APIs, automation, and best practices for implementation.

Posted 5 days ago

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🔥 Technical Support Representative (Remote)

Posted 12 days ago

📍 United States

💸 46600.0 - 72000.0 USD per year

🔍 Software Development

🔧 Requirements

1 year of experience working in a position providing technical support through clear written and verbal communication.
Basic cloud knowledge.
Excellent English communication skills.

💡 Responsibilities

Become a technical product knowledge expert on our platform, products, and services with guidance from our Senior team members.
Help our customers with fully deploying Drata into their organizations. That involves troubleshooting with Drata itself to solving contextual issues related to a user’s cloud infrastructure, version control, IdP, HRIS, and endpoints within their environment.
Serve as a technical expert when covering correspondence via live chat, email, and video.
Provide customer service to a wide range of customers, from small businesses to big enterprises and educational institutions.
Work alongside our customer success managers to help customers complete full rollouts of Drata and, occasionally, work with sales to facilitate upsell opportunities.
Channel feedback to the rest of the company, especially when collaborating with our product and engineering teams to troubleshoot and define issues, and track their impact and fixes.
Contribute to the ongoing internal learning and success of our team by sharing knowledge through mentorship and collaboration.

Cloud ComputingCommunication SkillsCustomer serviceTime ManagementComplianceTroubleshootingActive listeningTechnical supportCustomer Success

Posted 12 days ago

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🔥 Software Engineering Manager

Posted 12 days ago

📍 United States

🧭 Full-Time

💸 143800.0 - 222100.0 USD per year

🔍 Software Development

🔧 Requirements

Bachelor’s Degree in Computer Science or related field, or equivalent experience.
Minimum of 1 year software engineering management.
Minimum of 6 years experience designing, developing and delivering software products.
Knowledge of SaaS operations, and modern technical SaaS tools and how to use and integrate with them.
Experience with designing and deploying applications in a cloud-based environment.
Experience implementing Authentication and Identity protocols (SAML, OIDC, SCIM, etc)
Experience with React, Javascript, TypeScript, NodeJS, OOP, TypeORM, MySQL, Git, and AWS (Terraform is a plus).

💡 Responsibilities

Manage and mentor a highly skilled, talented team of Software Engineers.
Understand and practice agile software development and management.
Provide guidance and implement the standards for the planning and prioritization of resource conflicts to ensure the successful delivery of the committed product roadmap every quarter.
Lead technical discussions and drive effective technical decisions covering their area of responsibility.
In depth data analysis to support business requests and application troubleshooting.
Ability to operate and develop in various levels of the SDLC.
Estimation for changes and development proposed.
Management of all day-to-day tasks and resources associated with the team (~7 people).
Planning, developing, testing, supporting, and bug fixing.

AWSLeadershipAgileCloud ComputingData AnalysisGitJavascriptMySQLPeople ManagementReact.jsTypeScriptCommunication SkillsAnalytical SkillsCI/CDProblem SolvingTerraformTeam managementNodeJSSoftware EngineeringSaaS

Posted 12 days ago

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🔥 Senior Technical Program Manager (Remote)

Posted 12 days ago

📍 United States

🧭 Full-Time

💸 109300.0 - 168700.0 USD per year

🔍 Software Development

🔧 Requirements

6+ years project management experience in the Software Development Lifecycle
One or more industry certifications such as: PMP, PMI-ACP, CSM, etc.
Experience maturing and developing team processes, ceremonies, and risk/dependency management
Expertise and practice with Agile, Predictive, SixSigma and other PM frameworks
Prior experience with SaaS deployment planning and release management

💡 Responsibilities

Manage and supervise Technology Projects from beginning to end, including developing a budget, timelines, and holding project team members accountable
Own the project lifecycle and implement best practices
Seek to improve processes, find efficiencies, and lead adoption
Identify, assess, and manage risk mitigation and acceptance plans
Map out the milestones needed to implement project objectives and achieve success criteria
Lead work estimation, planning, and ceremonies related to projects
Build presentations and establish high standards for project documentation and artifacts
Administer Jira for the purpose of leveraging and modifying Jira dashboards, workflows, and forms, as well as other features, to enable Jira to better support the team
Cross-collaborate with Company Leadership, Customer Success, Marketing, Sales and Technical teams
Exercise judgment in selecting methodologies, evaluating criteria, and determining the path to program success

Project ManagementAgileSCRUMJiraCross-functional Team LeadershipRelease ManagementCommunication SkillsCI/CDRisk ManagementTeam managementStakeholder managementSaaSBudget management

Posted 12 days ago

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