Sales Development Manager - Commercial
Drata, San Francisco, California, United States, 94199
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, integrity, customer‑obsession, competitive fire, diversity, and automation first.
Our Culture & Work Style 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: in‑office Tuesday‑Thursday and flexible Mondays and Fridays.
Why Join The Drata Team? We’re an award‑winning, mission‑driven team of 600+ people worldwide. Get an inside look at our culture and growth opportunities:
See the speed: Watch CEO Adam Markowitz discuss our hyper‑growth journey from $0 to $100M ARR.
Hear the voice of the team: Explore the "Life at Drata" page for employee testimonials.
Experience the impact: We’re consistently recognized on Fortune's Best Workplaces lists.
Connect on socials: LinkedIn for company updates and career news.
Job Summary We are looking for a passionate, high‑performing Sales Development Manager with 2+ years of client‑facing, management‑level experience in SaaS. You will lead a team of SDRs to create qualified opportunities for the sales team in a fast‑paced, entrepreneurial environment.
What You’ll Do
Hire, train, and lead a high‑performing team of Sales Development Representatives.
Inspire and motivate individuals to exceed objectives through coaching, feedback, and mentorship.
Mentor reps for career growth within the Drata Sales organization and other departments.
Report on key individual and team metrics to identify strengths and areas for improvement.
Refine and improve sales playbooks and training guides.
Collaborate with Sales and SDR Leadership to improve opportunity management and qualification processes.
Accurately forecast weekly, monthly, and quarterly attainment.
What You’ll Bring
2‑4+ years managing a Sales Development team in SaaS.
4+ years in sales/sales development, preferably in SaaS.
Passion for training and developing a team.
Strong foundation in SDR processes and KPIs.
Excellent problem‑identification and resolution skills in SDR processes.
Strong mentoring, coaching, and performance‑management skills.
Proven success exceeding targets and surpassing competitors.
Background in forecasting, enablement, competitive analysis, and sales strategies.
Demonstrated communication, presentation, and influencing skills at all organizational levels.
Strong business sense and industry expertise.
How We Support You At Drata, our people are our strongest advantage. Our total rewards package is designed to power your well‑being, accelerate growth, and maintain work‑life balance.
Shared Success: Stock equity to share directly in company growth.
Health & Wellness: Up to 100% employer‑paid medical, dental, and vision coverage, plus comprehensive wellness benefits.
Financial Well‑being: 401(k), life and disability insurance, tax‑advantaged accounts, and discounted voluntary offerings.
Family Support: Paid parental leave after six months, fertility benefits, and leave specialists.
Growth & Development: Annual stipends for professional and personal development, internal learning opportunities.
Time Off & Flexibility: Flexible vacation, paid holidays, and additional perks for rest and recovery.
This role will receive a competitive base salary, variable compensation, benefits, and/or stock (RSUs). Expected OTE range: $153,000 – $189,000.
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Our Culture & Work Style 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: in‑office Tuesday‑Thursday and flexible Mondays and Fridays.
Why Join The Drata Team? We’re an award‑winning, mission‑driven team of 600+ people worldwide. Get an inside look at our culture and growth opportunities:
See the speed: Watch CEO Adam Markowitz discuss our hyper‑growth journey from $0 to $100M ARR.
Hear the voice of the team: Explore the "Life at Drata" page for employee testimonials.
Experience the impact: We’re consistently recognized on Fortune's Best Workplaces lists.
Connect on socials: LinkedIn for company updates and career news.
Job Summary We are looking for a passionate, high‑performing Sales Development Manager with 2+ years of client‑facing, management‑level experience in SaaS. You will lead a team of SDRs to create qualified opportunities for the sales team in a fast‑paced, entrepreneurial environment.
What You’ll Do
Hire, train, and lead a high‑performing team of Sales Development Representatives.
Inspire and motivate individuals to exceed objectives through coaching, feedback, and mentorship.
Mentor reps for career growth within the Drata Sales organization and other departments.
Report on key individual and team metrics to identify strengths and areas for improvement.
Refine and improve sales playbooks and training guides.
Collaborate with Sales and SDR Leadership to improve opportunity management and qualification processes.
Accurately forecast weekly, monthly, and quarterly attainment.
What You’ll Bring
2‑4+ years managing a Sales Development team in SaaS.
4+ years in sales/sales development, preferably in SaaS.
Passion for training and developing a team.
Strong foundation in SDR processes and KPIs.
Excellent problem‑identification and resolution skills in SDR processes.
Strong mentoring, coaching, and performance‑management skills.
Proven success exceeding targets and surpassing competitors.
Background in forecasting, enablement, competitive analysis, and sales strategies.
Demonstrated communication, presentation, and influencing skills at all organizational levels.
Strong business sense and industry expertise.
How We Support You At Drata, our people are our strongest advantage. Our total rewards package is designed to power your well‑being, accelerate growth, and maintain work‑life balance.
Shared Success: Stock equity to share directly in company growth.
Health & Wellness: Up to 100% employer‑paid medical, dental, and vision coverage, plus comprehensive wellness benefits.
Financial Well‑being: 401(k), life and disability insurance, tax‑advantaged accounts, and discounted voluntary offerings.
Family Support: Paid parental leave after six months, fertility benefits, and leave specialists.
Growth & Development: Annual stipends for professional and personal development, internal learning opportunities.
Time Off & Flexibility: Flexible vacation, paid holidays, and additional perks for rest and recovery.
This role will receive a competitive base salary, variable compensation, benefits, and/or stock (RSUs). Expected OTE range: $153,000 – $189,000.
#J-18808-Ljbffr