We are seeking a highly strategic and experienced Director to establish and lead our new GTM Planning & Analytics team. This critical role will be instrumental in driving our 'connected planning' initiatives across the entire Go-To-Market organization, ensuring our sales, marketing, and customer success teams are aligned, efficient, and data-driven.
You will own the end-to-end annual plan process for GTM, from strategic target-setting to the consolidation of complex quota models, and be a key partner to our executive leadership in a fast-paced Enterprise B2B SaaS environment.
What you'll do:
- Quota & Pipeline Model Consolidation: Oversee the development, consolidation, and deployment of sales and GTM quota and pipeline models, ensuring accuracy, fairness, and strategic alignment across all revenue teams.
- Strategic Leadership: Define the vision, strategy, and roadmap for the GTM Planning & Analytics function, building a high-performing team from the ground up.
- Connected Planning Ownership: Lead the design, implementation, and continuous improvement of a holistic 'connected planning' framework for the GTM organization, integrating financial, operational, and strategic plans.
- Annual Planning Cycle: Own and orchestrate the entire annual GTM planning process, including capacity planning, territory design, and ensuring alignment with corporate objectives.
- Performance Analytics & Insights: Partner with GTM leadership to develop key performance indicators (KPIs), dashboards, and analytical frameworks that provide actionable insights into GTM effectiveness, pipeline health, and revenue forecasting.
- Process Optimization: Identify and implement best practices for GTM planning, forecasting, and reporting processes, leveraging technology to drive efficiency and accuracy.
- Cross-Functional Partnership: Collaborate closely with Finance, Sales Operations, Marketing Operations, and Customer Success Operations to ensure seamless data flow, consistent methodologies, and integrated planning.
- Team Development: Recruit, mentor, and develop a team of high-caliber planning and analytics professionals.
What you'll bring:
- 7-10 years of experience in GTM Operations, Sales Operations, Business Operations, or Strategic Finance roles within an Enterprise B2B SaaS company.
- 5+ years of leadership experience, with a proven track record of building and managing high-performing teams.
- Deep expertise in annual planning cycles, GTM strategy, and quota setting processes.
- Strong understanding of 'connected planning' principles and experience leveraging planning tools (e.g., Anaplan, Adaptive Insights, Workday Adaptive Planning) is highly desirable.
- Exceptional analytical skills with the ability to translate complex data into clear, concise, and actionable insights for executive audiences.
- Demonstrated ability to drive cross-functional alignment and influence stakeholders at all levels.
- Endless curiosity and a need to dive deeper for understanding.
- Excellent communication, presentation, and interpersonal skills.
- Bachelor’s degree preferred.
Benefits:
- Healthcare: 90-100% paid premiums for medical, dental, and vision plans for employee and dependents + on demand health care concierge
- HSA, FSA, & DCFSA: Pre-tax savings plans for healthcare and dependent care, with up to a $600 annual employer contribution to the HSA plan (if enrolled in HSA medical plan)
- 100% paid short and long term disability plus life + AD&D benefits
- Learning & Development: $500 annually towards professional development opportunities + $250 annually towards personal development opportunities
- Flexible Time Off: Flexible vacation policy for strong, fully charged batteries
- 16 Weeks Paid Parental Leave: An inclusive policy to ensure you have time with your newborn, newly adopted, or foster child (available after six months of employment)
- Work Remotely: Flexible hours and work from home + $1,000 annually to cover necessary business related items for your home office
- 401K: Reach your financial goals while reducing your taxes
This role will receive a competitive base salary, benefits, and stock, typically in the form of Restricted Stock Units (RSUs). The applicable salary range for each US-based role is based on where the employee works and is aligned to one of 3 tiers based on the cost of labor for that geographic area. The expected salary ranges for this role are below, subject to change.
Tier 1: $196,600 - $242,900
Tier 2: $177,000 - $218,600
Tier 3: $157,300 - $194,300
You can view which tier applies to where you plan to work here. A variety of factors are considered when determining someone’s leveling and compensation–including a candidate’s professional background and experience. These ranges may be modified in the future and final offer amounts may vary from the amounts listed above.
Drata is on a mission to serve as the trust layer between great companies.
Drata is a trust management platform that uses AI-driven automation to modernize governance, risk, and compliance, helping thousands of businesses develop a more secure, proactive, and risk-aware organization to continuously maintain trust with customers.
We all recognize the importance of earning and keeping the trust of our customers when it comes to protecting their data. We know how burdensome achieving and maintaining a strong GRC posture can be with the rise in compliance regulations. It’s a manual, redundant, error-prone, and unscalable process - and it only grows more complex and expensive over time.
Our team of SaaS, security, compliance, and audit experts have built a better way - with automation
Employment at Drata is based solely upon individual merit and qualifications directly related to professional competence. We strictly prohibit unlawful discrimination or harassment on the basis of race, color, religion, veteran status, national origin, ancestry, pregnancy status, sex, gender identity or expression, age, marital status, mental or physical disability, medical condition, sexual orientation, or any other characteristics protected by law. We also make reasonable accommodations to meet our obligations under laws protecting the rights of the disabled.
