Director - Sales Development

April 3

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Drata

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Drata is a security and compliance automation platform that continuously monitors and collects evidence of a company’s security controls, streamlining workflows to ensure audit-readiness. The platform provides solutions for startups, growth, and enterprise companies to scale and enhance their compliance programs. It covers a variety of frameworks including SOC 2, ISO 27001, HIPAA, GDPR, and FedRAMP. Drata offers integrations with various systems and promotes automation and customization in managing compliance processes, helping companies maintain compliance effortlessly through adaptive automation and deep integrations with existing IT ecosystems.

compliance • cybersecurity • automation • SOC 2 • ISO 27001

201 - 500 employees

Founded 2020

🔒 Cybersecurity

📋 Compliance

☁️ SaaS

💰 $100M Series B on 2021-11

📋 Description

•We are looking for a passionate, high-performing Director of Sales Development with 5+ years of experience in client-facing, management-level roles within the SaaS space. •You'll be coming in to lead multiple teams of SDRs to create qualified opportunities for the sales team. •Exceptional candidates are hungry to work in a fast-paced, entrepreneurial environment, and have a proven track record of success in their past roles and experiences. •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.

🎯 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

🏖️ 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 •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