📌 Core Information
🔹 Job Title: Senior Manager, Channel Partnerships (Remote)
🔹 Company: Drata
🔹 Location: United States (Remote)
🔹 Job Type: Full-time
🔹 Category: Software Development
🔹 Date Posted: April 15, 2025
🔹 Experience Level: 5-10 years
🔹 Remote Status: Remote (US only)
🚀 Job Overview
Key aspects of this role include:
- Leading and managing a team of Partner Development Managers and Channel SDRs
- Developing and implementing strategies to generate and qualify partner-sourced opportunities
- Coaching and mentoring team members to exceed pipeline and revenue targets
- Collaborating with sales and channel leadership to optimize processes and maximize revenue impact
- Accurately forecasting team performance on a weekly basis
ASSUMPTION: This role requires a strong background in SaaS sales development, partner ecosystems, and a passion for coaching and scaling high-performing teams in a fast-paced environment.
📋 Key Responsibilities
✅ 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
ASSUMPTION: This role involves a high degree of strategic planning, team management, and process optimization within the channel partnership space.
🎯 Required Qualifications
Education: Bachelor's degree in Business, Marketing, or a related field (or equivalent experience)
Experience: 2 - 4+ years managing a Sales Development team in the SaaS space, with 4+ years in sales, preferably in SaaS
Required Skills:
- Proven success in exceeding targets and surpassing competitors
- Excellent mentoring, coaching, and performance management skills
- Strong foundation with SDR processes, KPIs, and metrics
- Excellent problem-solving skills and ability to identify and resolve problems in SDR processes
- Excellent communication, presentation, and influencing skills
- Strong business sense and industry expertise
Preferred Skills:
- Experience with Salesforce or similar CRM platforms
- Background in competitive analysis and sales strategies
- Familiarity with partner ecosystems and channel sales
ASSUMPTION: Candidates should have a strong background in sales development, with a proven track record of exceeding targets and managing high-performing teams.
💰 Compensation & Benefits
Salary Range: $184,500 - $284,900 (OTE, based on tiered location-specific ranges)
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
Working Hours: Full-time (40 hours per week, with flexible hours and work-from-home options)
ASSUMPTION: The salary range is based on tiered location-specific ranges, with additional variable compensation, benefits, and stock, typically in the form of Restricted Stock Units (RSUs).
📌 Applicant Insights
🔍 Company Context
Industry: Drata is a Software Development company specializing in compliance, cybersecurity, and automation. They focus on modernizing governance, risk, and compliance (GRC) for businesses, helping them maintain trust with customers.
Company Size: Drata has 501-1,000 employees, providing a mid-sized company environment with ample opportunities for growth and collaboration.
Founded: Drata was founded in 2020, making it a relatively new but rapidly growing company in the tech industry.
Company Description:
- Drata is a trust management platform that uses AI-driven automation to modernize GRC, helping thousands of businesses develop a more secure, proactive, and risk-aware organization to continuously maintain trust with customers.
- The company aims to replace manual, redundant, error-prone, and unscalable GRC processes with a better, automated approach to compliance.
- Drata is backed by prominent investors, including ICONIQ Growth, Alkeon, Salesforce Ventures, Notable Capital, Okta Ventures, SVCI, Cowboy Ventures, Leaders Fund, Basis Set Ventures, SV Angel, and key industry leaders.
Company Specialties:
- Compliance (SOC 2, ISO 27001, HIPAA, GDPR, and more)
- Cybersecurity
- Automation
Company Website: drata.com
ASSUMPTION: Drata's focus on automation and continuous compliance makes it an attractive option for businesses looking to streamline their GRC processes.
📊 Role Analysis
Career Level: This role is at the manager level, requiring strategic thinking, team leadership, and process optimization skills.
Reporting Structure: The Senior Manager, Channel Partnerships will report directly to the VP of Channel Sales and lead a team of Partner Development Managers and Channel SDRs.
Work Arrangement: This role is remote, with flexible hours and work-from-home options. However, it is limited to candidates based in the United States.
Growth Opportunities:
- As Drata continues to grow, there may be opportunities for the successful candidate to take on additional responsibilities or advance to a director-level role.
- The company's focus on employee development and learning opportunities may provide additional growth prospects.
ASSUMPTION: The remote nature of this role may provide greater flexibility and work-life balance, while also offering opportunities for professional growth within the company.
🌍 Location & Work Environment
Office Type: Remote (work-from-home)
Office Location(s): United States (candidates must be based in the US)
Geographic Context:
- The United States offers a diverse range of work environments, from bustling cities to quiet suburbs, allowing candidates to choose a location that best suits their preferences and needs.
- The remote nature of this role provides flexibility in choosing a suitable work environment within the US.
Work Schedule: Full-time (40 hours per week, with flexible hours and work-from-home options)
ASSUMPTION: The remote work arrangement may provide candidates with greater flexibility and a better work-life balance, while also allowing them to choose a suitable work environment within the United States.
💼 Interview & Application Insights
Typical Process:
- Online application and resume screening
- Phone or video screen with the hiring manager
- In-depth interview with the hiring manager and potential team members
- Final interview with the VP of Channel Sales
- Background check and offer extension
Key Assessment Areas:
- Sales development experience and track record
- Team management and leadership skills
- Strategic thinking and process optimization abilities
- Communication and presentation skills
- Cultural fit and alignment with Drata's values
Application Tips:
- Tailor your resume and cover letter to highlight your sales development experience, team management skills, and strategic thinking abilities.
- Be prepared to discuss your experience with partner ecosystems and channel sales, as well as your familiarity with SDR processes, KPIs, and metrics.
- Demonstrate your problem-solving skills and ability to identify and resolve problems in SDR processes.
- Showcase your excellent communication, presentation, and influencing skills, as well as your strong business sense and industry expertise.
ATS Keywords: Sales Development, Partner Ecosystems, Channel Sales, SDR Processes, KPIs, Metrics, Team Management, Strategic Thinking, Problem Solving, Communication, Business Sense, Industry Expertise
ASSUMPTION: The application process for this role may involve multiple interviews, assessments, and background checks to ensure the best fit for both the candidate and the company.
🛠️ Tools & Technologies
- Salesforce or similar CRM platforms
- Project management and collaboration tools (e.g., Asana, Trello, Slack)
- Communication and video conferencing tools (e.g., Zoom, Google Meet)
ASSUMPTION: The tools and technologies required for this role may vary depending on the company's specific tech stack and processes.
👔 Cultural Fit Considerations
Company Values:
- Customer-centric
- Innovative
- Collaborative
- Accountable
- Inclusive
Work Style:
- Remote-friendly and flexible
- Data-driven and results-oriented
- Collaborative and team-focused
- Continuously learning and improving
Self-Assessment Questions:
- Do you thrive in a remote work environment and enjoy the flexibility it offers?
- Are you comfortable using data and metrics to drive decision-making and improve processes?
- Do you have experience working collaboratively with remote teams and stakeholders?
- Are you committed to continuous learning and professional development?
ASSUMPTION: Drata's values and work style emphasize a customer-centric, innovative, and collaborative approach to work, with a strong focus on accountability, inclusion, and continuous learning.
⚠️ Potential Challenges
- Managing a remote team and ensuring productivity and engagement
- Balancing strategic planning and execution with day-to-day team management
- Adapting to the fast-paced and dynamic nature of the tech industry
- Meeting and exceeding revenue targets in a competitive market
ASSUMPTION: The potential challenges of this role may include managing a remote team, balancing strategic planning and execution, and adapting to the fast-paced nature of the tech industry.
📈 Similar Roles Comparison
- This role differs from other channel partnership roles in its focus on managing a team of Partner Development Managers and Channel SDRs, rather than direct partner engagement.
- Drata's focus on automation and continuous compliance sets it apart from other companies in the industry.
- Career progression in this role may involve advancing to a director-level position or taking on additional responsibilities as the company grows.
ASSUMPTION: This role offers unique opportunities for team management, strategic planning, and process optimization within the channel partnership space, with a focus on automation and continuous compliance.
📝 Sample Projects
- Developing and implementing a new outbound prospecting strategy to generate partner-sourced opportunities
- Identifying and refining best practices for SDR processes, KPIs, and metrics to improve team performance
- Collaborating with sales and channel leadership to optimize processes, enhance partner engagement, and maximize revenue impact
ASSUMPTION: The sample projects for this role may involve strategic planning, process optimization, and team management within the channel partnership space.
❓ Key Questions to Ask During Interview
- Can you describe the team I'll be managing and the current state of their performance and processes?
- How does Drata support the growth and development of its employees, particularly in this role?
- What are the key priorities for this role in the first 30, 60, and 90 days?
- How does Drata measure success for this role, and what metrics will I be responsible for tracking?
- What is the company's approach to work-life balance, and how does that apply to this role?
ASSUMPTION: Asking these questions during the interview process can help candidates better understand the role, the team, and the company's expectations and support structures.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through this link
- Tailor your resume and cover letter to highlight your sales development experience, team management skills, and strategic thinking abilities.
- Prepare for interviews by researching Drata's company values, work style, and the specific challenges and opportunities of this role.
- Follow up with the hiring manager after your interview to express your interest in the role and reiterate your qualifications.
- If selected for the final round, be prepared to present a plan for driving team performance and generating partner-sourced opportunities.
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
