Senior Manager, Channel Partnerships (Remote)

Drata is looking for a dynamic and results-driven leader to manage our Partner Development Managers and Channel SDR. In this role, you’ll drive the strategy and execution of our partner prospecting efforts, ensuring our team creates high-quality opportunities that fuel Drata’s channel growth. The ideal candidate has a strong background in SaaS sales development, partner ecosystems, and a passion for coaching and scaling high-performing teams in a fast-paced environment.

What you’ll do:

• Hire, train, and lead a high-performing team of Partner Development Managers and Channel SDR.
• Develop and implement strategies to generate and qualify partner-sourced opportunities.
• Motivate and inspire the team to exceed pipeline and revenue targets through coaching, feedback, and mentorship.
• Identify and refine best practices for outbound prospecting, messaging, and engagement within the partner ecosystem.
• Regularly report on individual and team performance, leveraging data to drive improvements.
• Collaborate with sales and channel leadership to optimize processes, enhance partner engagement, and maximize revenue impact.
• Accurately forecast team performance on a weekly basis.

What you’ll bring:

• 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

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

This role will receive a competitive base salary, variable compensation, benefits, and stock, typically in the form of Restricted Stock Units (RSUs). The applicable range of On-Target Earnings (OTE) 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 OTE ranges for this role are set forth below, subject to change. 

Tier 1: $230,600 - $284,900

Tier 2: $207,500 - $256,400

Tier 3: $184,500 - $227,900

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.