Sales Development Manager - Commercial

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:
  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:
  Explore our Life at Drata page for employee testimonials on our collaborative and the growth opportunities available.

• Experience the Impact:
  See why we are consistently recognized on Fortune's Best Workplaces lists.

• Connect with Us on Socials:
  Linked In - follow us for company updates, employee stories, and career news.

We are looking for a passionate, high-performing Sales Development Manager with 2+ years of experience in client-facing, management-level roles within the SaaS space. You will be coming in to lead a team 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.

• Hire, train, and lead a high-performing team of Sales Development Representatives

• Inspire individuals and motivate a team to exceed objectives through regular coaching, feedback, and mentorship

• Develop and mentor reps for career growth within the Drata Sales organization and other departments

• Regularly report on key individual and team metrics to identify strengths and areas for improvement

• Refine and improve the sales playbooks and training guides

• Work closely with Sales and SDR Leadership team to improve opportunity management and qualification processes

• Accurately forecast weekly, monthly and quarterly attainment

• 2 - 4+ years managing a Sales Development team in the SaaS space

• 4+ years in sales/sales development, 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

At Drata, our people are our strongest advantage—and we prove it with support that exceeds industry standards. Our total rewards package is designed…