Drata

Product Marketing

• Support and drive end-to-end GTM planning and execution for major launches, strategic feature releases, and cross-functional initiatives across Drata's product portfolio
• Act as a product marketing DRI across Product, Marketing, Sales, Customer Success, and Enablement—driving alignment and execution through influence and quality of work
• Build and maintain launch plans, timelines, deliverables, dependencies, and readiness criteria so every stakeholder knows what's needed and when
• Help run and improve the NPI process and related launch frameworks, templates, and governance on a day-to-day basis
• Contribute to the recurring communications cadence keeping GTM leadership, ELT, and the revenue org informed on launches, risks, milestones, and upcoming initiatives
• Produce the core internal and external assets required for launches—messaging, decks, one-pagers, launch briefs, enablement materials, and executive-ready content
• Gather field input, stakeholder feedback, and launch learnings to continuously sharpen messaging, process, and execution quality

Principal Product Marketing Manager

Account Manager

• Own the commercial relationship for a large number of Upper Emerging Drata customers
• Support renewals and expansion across your book by executing established account management and negotiation frameworks
• Identify upsell and cross-sell opportunities and help move them forward on and off cycle
• Partner closely with Customer Success, Technical Support, Marketing, and leadership to remove roadblocks and improve customer outcomes
• Build trusted relationships with key stakeholders and strengthen customer engagement over time

Associate Account Manager

Solutions Engineer

• Partner with sales executives to plan, prepare and execute on strategic deals in sales cycles.
• Create a process from the ground-up to streamline the communication and increase efficiencies.
• Manage all technical aspects of RFP / RFI responses.
• Effectively communicate client needs to the R&D teams for future product enhancements.
• Focus on shortening the sales cycles while providing technical support on proof of concepts without overcomplicating the buyer’s journey.
• Support sales executives with solution selling into prospect account base.
• Successfully match customer pain/requirements to proposed solutions.
• Create and deliver powerful presentations and demos that clearly communicate the uniqueness of the value proposition.
• Collect and document competitive intelligence.
• Model the financial business case associated with each sales opportunity.

Senior Solutions Engineer, Enterprise

• Partner closely with Business Development to support strategic partnerships
• Demo Drata and build technical credibility with partners
• Own partner enablement, including technical enablement and partner certification content
• Analyze partner landscapes and deliver product recommendations
• Project manage cross-functional workstreams to move partnerships from evaluation through launch
• Partner with product and engineering teams to surface technical requirements
• Support technical validation, solution design, and proof of concept work
• Manage technical components of RFP and RFI responses

Partner Solutions Engineer

Customer Success Manager

• Lead and manage a team of Enterprise Customer Success Managers, providing guidance, mentorship, and performance feedback. Foster a collaborative and customer-focused culture within the team.
• Collaborate with Customer Success Managers to optimize customer value and support their work with Drata's enterprise customers.
• Develop and maintain strong relationships with key stakeholders at enterprise-level customers.
• Understand the unique needs of each customer, ensuring their business objectives are met through our solutions.
• Identify opportunities for upsell and cross-sell based on customer needs and usage patterns.
• Collaborate with cross-functional teams’ stakeholders (Solution Architects, Implementation Managers, Account Management/Sales, Product, Engineering, Support) to develop and execute customer success strategies that align with the company's goals specifically in achieving customer satisfaction, retention and expansion.
• Continue to revamp and develop customer journeys relevant to Drata’s enterprise customer segment including a comprehensive customer success plan, high impact activities such as roadmap/business value realization, and metrics to measure outcomes.
• Serve as a CS management point of escalation for customer issues and concerns, ensuring swift resolution and customer satisfaction.
• Advocate for customer needs internally to drive overall product improvements and enhancements.
• Monitor and refine key performance metrics for the enterprise customer success team, including customer satisfaction, net promoter score, retention rates, and expansion revenue.

Senior Manager, Enterprise Customer Success

Full-stack Engineer

• Build AI-powered product features end-to-end — React/TypeScript UI through Node.js/Python backend
• Translate AI capabilities into interactions that feel natural to compliance practitioners
• Partner with AI Engineers to define API contracts and output schemas
• Advocate for the user's perspective in technical decisions
• Build user-facing feedback loops that capture signal on AI output quality
• Instrument AI features with product-level observability
• Establish reusable patterns that accelerate future AI feature development
• Mentor engineers newer to AI product development

Senior AI Product Engineer, Control Remediation

Account Executive

• Responsible for bringing new partners on board and consistently growing revenue by exceeding revenue targets/quota.
• Identify prospects based on their mission alignment.
• Develop and execute strategies for driving partnerships and revenue.
• Build and manage your pipeline of prospects; become an expert on a region and understanding the complexities of that specific market.
• Consult senior executives to discover their needs and educate them through an accelerated buying process.
• Identify opportunities to improve our product offering based on deep understanding of the needs of our partners.

Enterprise Account Executive

• Partner with sales executives to plan, prepare and execute on strategic deals in sales cycles
• Create a process from the ground-up to streamline the communication and increase efficiencies
• Manage all technical aspects of RFP / RFI responses
• Effectively communicate client needs to the R&D teams for future product enhancements
• Focus on shortening the sales cycles while providing technical support on proof of concepts without overcomplicating the buyer’s journey.
• Support sales executives with solution selling into prospect account base
• Successfully match customer pain/requirements to proposed solutions
• Create and deliver powerful presentations and demos that clearly communicate the uniqueness of the value proposition
• Collect and document competitive intelligence
• Model the financial business case associated with each sales opportunity

Manager

• Embed deeply with Customer Success teams to understand strengths, gaps, and performance trends across CSMs, AMs, Implementation, and Solutions Architects, then translate those insights into targeted enablement plans.
• Build and maintain onboarding programs for new hires across post-sales and technical functions, including live training, virtual curriculum, certifications, and reinforcement.
• Design and deliver ongoing enablement focused on renewals, expansion, product knowledge, technical adoption, and customer outcomes.
• Develop technical enablement curriculum that gives technical teams deep product understanding and the confidence to guide customers through implementation, adoption, and long-term success.
• Partner cross-functionally with Product, Marketing, and leadership to enable teams on new product launches, evolving workflows, and strategic initiatives.
• Create high-impact training sessions, playbooks, documentation, and certifications that help teams perform consistently and scale effectively.
• Establish measurable outcomes for onboarding, training, and program effectiveness, and continuously improve enablement based on results.

Technical – CS Enablement Manager

Sales Operations Manager

• Build and maintain high-impact onboarding programs for new sales hires, including live training, virtual curriculum, certifications, and reinforcement.
• Design and deliver ongoing enablement for core seller motions such as discovery, qualification, value selling, demo execution, pipeline progression, negotiation, and expansion.
• Partner with Sales Leadership and RevOps to strengthen sales process adherence and improve stage-to-stage execution.
• Create and maintain playbooks, talk tracks, and certifications that help sellers execute consistently in the market.
• Enable the field on product launches, packaging updates, and strategic initiatives in partnership with Product and Marketing.
• Use AI tools and modern workflows to scale training and improve content access.
• Define and track clear success measures for enablement, then continuously improve programs based on results.

Sales Enablement Manager

AI Engineer

• Design and build MCP (Model Context Protocol) servers
• Own the protocol layer that determines agent tool usage
• Build and operate infrastructure for deploying multi-step agent workflows
• Own the operational side of our LLM workflows
• Manage token capacity planning and understand model costs
• Operate and evolve production AI stack
• Build CI/CD patterns specific to AI workflows
• Enable product engineering teams to ship AI features faster

Senior Platform AI Engineer

Business Development Rep

• Own and drive Drata's Cloud Service Provider partnership strategy
• Serve as senior point of contact for CSP partner organizations
• Lead complex co-sell and co-market engagements
• Define and own Drata's Marketplace strategy across AWS
• Drive pipeline generation by building strategic target account lists
• Deliver executive-level enablement to CSP stakeholders
• Partner with cross-functional teams for joint GTM programs
• Establish reporting frameworks for CSP partnership performance
• Mentor best practices within partnerships organization
• Represent Drata at industry and partner events

Senior Business Development Lead

• Partner with Product, Finance, Accounting, RevOps, and Engineering leadership to shape Drata’s long-term billing architecture
• Design the primitives of a modern billing platform
• Architect a system that can accurately meter product usage at scale
• Build and evolve the entitlement layer that separates pricing and packaging from product behavior
• Work closely with SFDC admins, CPQ owners, and Finance stakeholders to ensure quote-to-cash flows are coherent
• Ensure billing systems are operationally trustworthy
• Review architecture and code for billing-related projects
• Troubleshoot invoice discrepancies, usage drift, and cross-system data mismatches
• Lead cross-team initiatives to improve billing developer experience
• Mentor engineers on domain modeling, distributed systems tradeoffs, and financial correctness

Staff Software Engineer, Monetization Platform

Platform Engineer

• Implement custom agent skills, subagents, hooks, and plugins for specific engineering workflows
• Build agentic workflows that automate parts of the coding lifecycle: code generation, verification, testing, and delivery
• Help engineering teams adopt and customize AI coding tools
• Wire AI into CI/CD: automated PR review, doc generation, test scaffolding, bug triage
• Build the observability layer: usage telemetry, cost dashboards, audit logs
• Investigate and fix issues: misbehaving agents, eval regressions
• Write reusable, testable, and efficient code
• Stay current with new AI coding tools and patterns

Platform Engineer, AI Tooling

Product Manager

• Own the vision, strategy, and roadmap for a major product line
• Lead portfolio-level prioritization across growth, retention, platform, and innovation work
• Define the long-term direction of the product line and translate that direction into a clear operating plan
• Use customer insight, product data, competitive intelligence, and market trends to identify opportunities
• Be deeply customer-oriented and spend time with customers and internal stakeholders
• Partner with Sales, Marketing, and Customer Success to ensure product strategy is grounded in market reality
• Lead the product organization through the full lifecycle of strategy, discovery, roadmap planning, execution, launch, and iteration
• Build, lead, and develop a strong team of product leaders and product managers