The Channel Business Manager (CBM) is responsible for driving revenue growth through key partnerships and alliances. This individual will lead efforts with VARs, MSSPs, & system integrators. Candidates will need a proven track record of strategic and analytical problem solving with the ability to work cross-functionally both within Drata and with partners. CBM’s who are able to adapt to a rapidly changing environment with partners while staying focused and organized are positioned well to succeed at Drata.

What you’ll do:

  • Extend sales team reach through strategic partnerships
  • Build and execute mutually beneficial business plans and strategic programs with partners
  • Train and enable partners on how to position and sell Drata effectively to their network of customers
  • Create and implement plans to embed Drata in service-led partner offerings
  • Apply knowledge of customers, industry and products to achieve revenue objectives
  • Track, analyze and report on partner sales performance via Salesforce and other reporting tools

What you’ll bring:

  • Experience in GTM partnerships, operations, and/or strategy
  • Great interpersonal skills so you can collaborate with a diverse range of colleagues in other disciplines and cultures
  • Preferred background in the SaaS and/or technology space
  • Ability to gain the trust of senior management across a multitude of industries
  • Excellent written and verbal communication skills
  • A top performer with a considerable track record of meeting and exceeding targets
  • Self-starter who brings ideas to life and takes pride in results
  • Resourceful, finding ways to get things done regardless of the obstacles
  • Technical background preferred


  • Health & Wellness: 100% coverage 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
  • 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
  • Unlimited PTO: Unlimited 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 + $500 annually to cover necessary business related items for your home office
  • Charitable Giving Program: Up to $500 match for qualified charities
  • 401K: Reach your financial goals while reducing your taxes

This role will receive a competitive base salary, sales commission, benefits, and equity. 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 set forth below. 

Tier 1: $104,00-$130,000

Tier 2: $94,000-$117,000

Tier 3: $83,000-$104,000

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