Inside Channel Account Manager

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.

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: LinkedIn - follow us for company updates, employee stories, and career news.

Job Summary:

The Inside Channel Account Manager (ICAM) plays a critical role in supporting the Channel Business Managers by driving day-to-day execution across strategic VAR partnerships. This individual helps operationalize joint business plans, accelerate pipeline creation, improve partner engagement, and ensure consistent follow-through on strategic initiatives.

The ICAM acts as the connective tissue between partners and CBMs to ensure execution excellence. This role is ideal for someone highly organized, proactive, analytical, and comfortable operating in a fast-paced environment.

What you'll do:

• Support CBMs in executing joint business plans with strategic partners such as CDW, SHI, Guidepoint Security, and others.

• Maintain consistent engagement with partner field sales teams to drive opportunity creation and pipeline acceleration.

• Help increase mindshare and field awareness of Drata within assigned partner organizations.

• Track and advance partner-sourced and partner-influenced opportunities through the sales cycle.

• Coordinate joint account mapping sessions and document target accounts, owners, and next steps.

• Track follow-through on mapped accounts and co-sell motions.

• Coordinate partner onboarding and training sessions for sales and solution teams.

• Ensure partner sellers have up-to-date messaging, positioning, competitive insights, and sales resources.

What Success Looks Like

• Increased partner-sourced and influenced pipeline

• Faster partner ramp and activation

• Improved opportunity progression and win rates

• Strong internal coordination and follow-through

• Consistent execution against joint business plans

What you'll bring:

• Experience in GTM partnerships, sales, or strategy

• Strong interpersonal skills and ability to collaborate cross-functionally

• Preferred background in SaaS and/or technology

• Excellent written and verbal communication skills

• Proven track record of meeting or exceeding performance targets

• Highly organized with strong project management skills

• Self-starter who takes ownership and drives initiatives forward

• Resourceful problem solver who thrives in dynamic environments

• Analytical mindset with comfort working in Salesforce and reporting tools

How we support you:
At Drata, our people are our strongest advantage—and we prove it with support that exceeds industry standards. Our total rewards package is designed to power your well-being, accelerate your growth, and keep your work-life balance thriving.

Explore how we invest in your Life at Drata.

• Shared Success: We provide stock equity to ensure that as the company grows, you share directly in that success. Equity gives every employee a sense of ownership and the opportunity to celebrate our wins together—because your contributions don’t just support our progress; they help drive our collective success.

• Health & Wellness: Up to 100% employer-paid premiums for medical, dental, and vision coverage for employees and their dependents, along with comprehensive wellness benefits and healthcare concierge services designed to support your needs beyond traditional insurance.

• Financial Well-being: A comprehensive suite of financial benefits, including a 401(k) plan, company-paid life and disability insurance, tax-advantaged spending accounts, and a range of discounted voluntary offerings to help you customize and strengthen your overall financial position.

• Family Support: We want to support you in life's most important moments, so we offer a paid Parental Leave policy, after six months of employment. Employees also receive access to Kindbody fertility and family-building benefits and dedicated leave specialists who help guide you through the entire process.

• Growth & Development: Generous annual stipends for both professional and personal development, empowering you to invest in your continued growth. You’ll also have access to a wide range of internal learning opportunities, ensuring you can build new skills, deepen your expertise, and advance your career with confidence.

• Time Off & Flexibility: We believe that to do your best work, you should get the time you need for rest, rejuvenation and recovery. Drata offers a flexible vacation policy, paid holidays, and other perks to recharge.

This role will receive a competitive base salary, variable compensation, benefits, and/or stock, typically in the form of Restricted Stock Units (RSUs). The applicable range of On-Target Earnings (OTE) 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 OTE ranges for this role are set forth below, subject to change.

Tier 1: $155,500 - $192,000

Tier 2: $139,900 - $172,800

Tier 3: $124,400 - $153,600

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.