VP, Revenue Operations

VP, Revenue Operations Our Mission & Values: At Drata, we help companies earn and keep the trust of their users, customers, partners, and prospects. We’re the proof layer that shows great companies deserve the trust they aim to build. We live our values every day. Built on Trust means consistency is everything. Act with Integrity by always doing the right thing. Being Customer-Obsessed keeps the people we serve at the center of our work. Competitive Fire drives us to push ourselves harder than anyone else. Diversity brings unique perspectives that lead to better solutions. Automation First ensures we save time and money by making efficiency a priority. Our Culture & Work Style 🚀 At Drata, we’re not just building software - we’re building a mindset. Everything we do springs from: - Be a Driver (Owner‑Operator Mentality): Own your work. Improve relentlessly. Deliver results. - Move at Drata Speed (Precision & Velocity): Fast decisions. Quick learning. Immediate impact. - Stay Mission-Driven (Customer‑Obsessed): Challenge assumptions. Deliver value. Stay hungry. We pair that high-velocity culture with a thoughtful hybrid model because we believe flexibility and collaboration both matter. That’s why in the Bay we come together in-office Tuesday through Thursday our high‑impact collaboration days where teams align, strategize, and innovate. Mondays and Fridays are flexible, giving you space for focused work, balance, and autonomy. If you thrive when you’re empowered, energized, and working with smart, mission-driven people where you’ll feel at home here. Why Join The Drata Team? The best way to understand the Driver’s Mindset is to see it in action. We’re an award-winning, mission-driven team of 600+ people worldwide, united by a culture that values trust, speed, and continuous growth. - See the Speed: https://www.youtube.com/watch?v=QidTdkGwKMY Watch our CEO, Adam Markowitz, discuss the hyper-growth journey, from $0 to $100M ARR in just four years - Hear the Voice of the Team https://drata.com/about/life-at-drata: Explore our "Life at Drata" page for employee testimonials on our collaborative and the growth opportunities available. - Experience the Impact https://www.greatplacetowork.com/certified-company/7044563: See why we are consistently recognized on Fortune's Best Workplaces lists. - Connect with Us on Socials: LinkedIn https://www.linkedin.com/company/drata/posts/?feedView=all - follow us for company updates, employee stories, and career news. Job Summary: 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). What you'll do: Strategy, Planning & Forecasting - 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. Operating Cadence & Governance - Design and run the GTM operating rhythm: QBRs, weekly forecast calls, pipeline reviews, and performance reviews across ... (truncated, view full listing at source)