We are seeking a highly motivated and analytical Manager to join our newly formed GTM Planning & Analytics team. Reporting to the Senior Director, you will play a pivotal role in executing our 'connected planning' initiatives, supporting the annual plan process, and meticulously consolidating GTM quota models. This role requires a hands-on approach, strong problem-solving skills, and a passion for driving operational excellence in an Enterprise B2B SaaS environment.
What you'll do:
- Planning Process Execution: Support the end-to-end execution of the annual GTM planning process, including data gathering, model development, and scenario analysis for capacity, territory, and investment planning.
- Quota Model Management: Lead the development, maintenance, and consolidation of detailed GTM quota models for various sales segments and roles, ensuring accuracy and alignment with strategic objectives.
- Connected Planning Support: Contribute to the implementation and optimization of 'connected planning' processes and tools, helping integrate GTM plans across different functions.
- Data Analysis & Reporting: Conduct in-depth analysis of GTM performance, identify trends, and develop actionable insights to inform decision-making. Prepare and present regular reports and dashboards to GTM leadership.
- Forecasting & Performance Monitoring: Assist in the development of GTM forecasts and monitor performance against targets, highlighting deviations and recommending corrective actions.
- Cross-Functional Collaboration: Partner with Sales Operations, Marketing Operations, Finance, and other teams to ensure data integrity, process consistency, and effective information flow for planning and analysis.
- Process Improvement: Identify opportunities to streamline and automate planning and analytics processes, leveraging tools and best practices.
- Ad-Hoc Analysis: Provide timely and accurate ad-hoc analysis to support strategic initiatives and immediate business needs.
What you'll bring:
- 5+ years of experience in GTM Operations, Sales Operations, Business Operations, or Finance roles, preferably within an Enterprise B2B SaaS company.
- Proven experience with annual planning cycles, sales capacity modeling, and quota setting.
- Strong analytical and quantitative skills, with advanced proficiency in Excel/Google Sheets for complex data modeling. SQL proficiency is a plus.
- Experience with planning software (e.g., Anaplan, Adaptive Insights, Workday Adaptive Planning) is a significant plus.
- Proficiency with BI tools (e.g., Sigma, Tableau) for dashboard creation and data visualization.
- Excellent communication and interpersonal skills, with the ability to effectively collaborate with cross-functional teams.
- Strong attention to detail and a commitment to data accuracy.
- Endless curiosity and a need to dive deeper for understanding.
- Ability to manage multiple projects simultaneously and meet deadlines in a dynamic environment.
- 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: $136,600 - $168,700
Tier 2: $122,900 - $151,800
Tier 3: $109,300 - $135,000
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.
