Senior Manager, GTM Systems (Remote)

Drata is seeking a Senior Manager, GTM Systems, to lead and scale our suite of critical business operations and go-to-market systems. This role will be pivotal in transforming Drata’s Salesforce and adjacent systems into a proactive, scalable, and insights-driven platform to support our growth from $100M+ to $250M+ in ARR. You’ll lead the execution of a cross-functional GTM Systems roadmap, manage a growing team, and oversee technical architecture and operational excellence across our GTM tech stack.

In this role, you’ll manage a team of systems administrators and technology professionals, while partnering closely with teams across Sales, Marketing, Customer Success, Data, Business Operations, Finance & Accounting, and other internal teams. You’ll play a pivotal role in driving operational efficiency, enhancing system scalability, and delivering solutions that enable growth across the organization.

We’re looking for a hands-on contributor with an equally strong leadership capacity. The ideal candidate will have deep Salesforce expertise, strong knowledge of revenue systems, and experience managing enterprise-scale go-to-market applications and integrations. If you’re passionate about transforming business processes through scalable platforms and thrive in high-growth environments, we’d love to have you lead this team!

What you’ll do:

• Lead the execution of a cross-functional, prioritized GTM Systems roadmap that supports business growth, operational scalability, and improved customer lifecycle performance.
• Collaborate with internal leaders and partners to evaluate and act on recommendations from current third-party GTM systems assessments.
• Hire, mentor, and develop a high-performing GTM Systems team, with clear responsibilities for Salesforce administration, architecture, and cross-functional support.
• Define and scale a hybrid support model leveraging both internal staff and external consulting partners.
• Drive the design and implementation of scalable solutions, applying industry best practices in architecture and development to our GTM systems, including Salesforce and supporting integrated systems.
• Enhance and streamline current CPQ processes, with a forward-looking plan to transition to a next-generation revenue lifecycle management solution.
• Evaluate functional requirements and advise on optimal solution approaches, balancing off-the-shelf tools and custom development.
• Design and implement robust integration strategies that connect Salesforce with other systems, such as ERP, finance, billing, and reporting systems.
• Establish and maintain strong partnerships with cross-functional teams including Data, Marketing, Finance, Legal Operations, Revenue, Operations, and Customer Success, among others.
• Serve as the primary point of contact for enterprise applications, working closely with stakeholders to understand business needs and deliver scalable solutions.
• Drive continuous improvement across systems and processes—proven experience in streamlining operations and automations is a must.
• Document end-to-end processes that are auditable, reliable, transparent, and scalable to sustain Drata’s operations.
• Own and deliver large-scale Salesforce and cross-system projects—setting scope, managing timelines, and driving outcomes.
• Develop, test, and document new workflows, automations, and enhancements—with a strong eye on performance and usability.
• Stay sharp on go-to-market enterprise platforms, automation, and all things systems.
• Establish and enforce change management processes, sandbox governance, and deployment best practices to ensure stability in production environments.
• Define and maintain systems governance protocols to protect data integrity, maintain field hygiene, and avoid configuration sprawl.
• Partner with data and analytics teams to ensure GTM systems produce accurate, auditable data for forecasting, performance analysis, and executive reporting.
• Implement monitoring practices and proactive health checks to maintain data trust across key revenue and customer lifecycle metrics.
• Establish documentation and internal training programs to support scalable onboarding, change adoption, and long-term knowledge retention across GTM systems.
• Demonstrated ability to define and deliver against measurable success criteria, such as internal CSAT, automation coverage, data quality scores, and platform uptime.

What you’ll bring:

• 10+ years of strong expertise in enterprise application architecture, including Salesforce and integrated tools supporting finance, billing, and revenue ops
• 5+ years managing and leading GTM systems and/or enterprise applications teams
• Experience administering tools in the revenue tech stack such as Clari, Outreach, Sales Navigator, and ZoomInfo
• Hands-on experience with Salesforce Sales, Service, and Experience Clouds, with deep functional and technical understanding of CPQ
• Proficient in Apex, Visualforce, Lightning Web Components (LWC), SOQL/SOSL, and other core Salesforce development tools.
• Experience integrating Salesforce, Netsuite with external systems via SOAP/REST APIs, using platforms like Workato, Celigo, or Okta Workflows
• Proven ability to lead complex Salesforce initiatives, from technical design to deployment, across fast-moving, cross-functional environments
• Skilled in building and maintaining scalable, enterprise-grade solutions that support quote-to-cash, billing, and operational reporting workflows
• Familiarity with SaaS business models, sales KPIs, and operational metrics that influence how GTM teams use Salesforce
• A passion for mentoring and developing Salesforce administrators and developers, fostering a culture of technical excellence and continuous learning
• Experience setting a high bar for systems design and execution, taking pride in delivering solutions that are scalable, well-structured, and easy to support

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, 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: $171,000 - $212,000

Tier 2: $154,000 - $190,000

Tier 3: $137,000 - $169,000

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.