Drata

Customer Success Manager

• Lead and manage a team of Enterprise Customer Success Managers
• Develop and maintain strong relationships with key stakeholders at enterprise-level customers
• Collaborate with cross-functional teams to develop and execute customer success strategies
• Advocate for customer needs internally to drive overall product improvements
• Monitor and refine key performance metrics for the enterprise customer success team
• Utilize data and analytics to drive decision-making and identify trends

Senior Manager, Enterprise Customer Success

Solutions Engineer

• Drive the retention and expansion of Enterprise customers through technical expertise, thought leadership, and product roadmap advocacy
• Increase customer understanding of Drata’s technical functionality and self-sufficiency in day-to-day usage
• Increase knowledge resources and improve communication of basic functional and technical concepts
• Reduce the number and frequency of support cases through technical design and implementation expertise
• Own the end-to-end technical implementation of Drata’s largest and most mature customers
• Become the trusted technical partner for your customers
• Translate complex and ambiguous business and technical requirements to deliver solutions
• Serve as the company’s leading technical expert on Drata’s entire platform
• Collaborate with Product Managers and Sales Engineers to scope Drata’s setup for success
• Draft and publish technical architecture and solution diagrams for customers
• Execute, test, and deploy customizations, configurations, and data migrations
• Develop custom code and internal applications to reduce manual tasks

Senior Enterprise Solutions Architect

Sales Development Rep

• Drive strategic outbound prospecting campaigns to identify potential customers
• Research enterprise accounts and generate interest through cold discovery calls and email campaigns
• Qualify and manage an accurate sales pipeline
• Discover new leads through internet research and social media monitoring
• Track customer interactions in CRM (Salesforce)
• Conduct high-level conversations with C-Suite executives
• Thrive on change while remaining organized and optimistic

Sales Development Representative, Enterprise

• Hire, train, and lead a high-performing team of Sales Development Representatives
• Inspire individuals and motivate a team to exceed objectives through regular coaching, feedback, and mentorship
• Develop and mentor reps for career growth within the Drata Sales organization and other departments
• Regularly report on key individual and team metrics to identify strengths and areas for improvement
• Refine and improve the sales playbooks and training guides
• Work closely with Sales and SDR Leadership team to improve opportunity management and qualification processes
• Accurately forecast weekly, monthly and quarterly attainment

Sales Development Manager – Commercial

• Strategically partner with commercial account executives to break into prospective customer accounts.
• Research commercial accounts, identify key initiatives & players.
• Methodically qualify, build, and manage an accurate sales pipeline.
• Discover new leads through internet research and social media.
• Utilize active listening skills to understand and uncover customer needs.
• Achieve and exceed weekly/monthly metrics (meetings, qualified opportunities, new contacts, etc.).
• Conduct high-level conversations with C-Suite executives.

Sales Development Representative, Commercial

• Drive strategic outbound prospecting campaigns to identify potential customers
• Research enterprise accounts to generate interest through cold discovery calls, email campaigns, and social selling
• Qualify and manage an accurate sales pipeline, maintaining high activity levels
• Execute outreach strategies via various channels including internet research and social media monitoring
• Achieve and exceed weekly/monthly metrics for meetings and qualified opportunities
• Track interactions in Salesforce CRM
• Collaborate with Enterprise Account Executives in strategy execution

Manager

• Expand Drata’s market reach by developing and managing strategic partnerships with enterprise solution providers, including Optiv, WWT, CDW, SHI, and others.
• Own executive and field-level relationships within these partners to drive alignment, mindshare, and long-term joint success.
• Build and execute joint business plans and strategic programs with each partner, defining shared goals, target accounts, co-selling motions, and revenue targets.
• Enable and empower partner sales, solutions, and delivery teams through onboarding, training, and ongoing enablement so they can effectively position, sell, and deliver Drata to their customers.
• Develop and implement strategies to integrate Drata into service-led offerings, including security, risk, and compliance advisory services provided by these partners.
• Monitor, analyze, and report on partner performance using Salesforce and other reporting tools.

Senior Channel Business Manager

Performance Marketing

• Manage, optimize, and execute paid campaigns across Google and Bing.
• Monitor daily account performance, making adjustments to bids, targeting, and ad copy to maximize ROI.
• Conduct keyword research, competitive analysis, and audience segmentation to inform campaign strategy.
• Develop and test ad copy, landing pages, and bidding strategies for continuous improvement.
• Analyze campaign performance data, generating actionable insights and recommendations.
• Report regularly on KPIs including CTR, CPC, CPA, ROAS, and conversion rates.
• Collaborate with cross-functional teams to align paid search strategy with broader marketing initiatives.
• Stay up to date with industry trends, search engine updates, and best practices to maintain a competitive edge.
• Leverage AI tools to audit campaign performance, identify optimization opportunities, and automate repetitive tasks.
• Implement and analyze Offline Conversion Tracking (OCT) to connect ad performance with pipeline and revenue outcomes.

Paid Search Manager

Product Manager

• Define long-term product strategy aligned with business objectives
• Conduct user interviews, surveys, and market analysis to identify customer pain points
• Create and maintain strategic product roadmaps with clear prioritization criteria
• Write detailed product requirements documents (PRDs) and user stories
• Define and track key product metrics including user engagement, conversion rates, and customer satisfaction
• Monitor competitive landscape and industry trends
• Partner with marketing and sales teams on product launches
• Present product updates to executive leadership
• Work closely with engineering teams to understand technical constraints

Product Manager II

AI Engineer

• Design and evaluate information access + reasoning strategies across RAG, agents, and classic ML: chunking, embedding models, hybrid search, metadata filtering, structured retrieval, tool use, and multi-step workflows
• Prototype GenAI workflows (including agentic systems) that map and reason over compliance objects (controls ↔ risks ↔ requirements)
• Explore ML + probabilistic approaches where GenAI is not the best fit: classifiers, ranking models, graph/link prediction, calibration, and weak supervision
• Build and maintain evaluation frameworks: golden datasets, automated quality metrics, regression detection
• Implement and tune ranking/reranking systems: cross-encoders, LLM-based rerankers, learning-to-rank, custom scoring functions
• Run experiments to validate hypotheses and quantify improvements before production rollout
• Debug failure modes and build error taxonomies across retrieval, reasoning, and generation
• Collaborate with AI and Software Engineers to hand off validated approaches for productionization
• Stay current on applied research in RAG, agents, LLM evaluation, and relevance modeling; bring innovations into the product

Senior Applied AI 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 communication and increase efficiencies
• Manage all technical aspects of RFP / RFI responses
• Effectively communicate client needs to R&D teams for future product enhancements
• Focus on shortening 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

Senior Solutions Engineer, Enterprise

• Design and implement LLM-powered systems capable of multi-step reasoning, evidence grounding, and decision support
• Develop agentic workflows that combine retrieval, tool use, structured reasoning, and human oversight
• Create interactive AI experiences that allow users to engage naturally with complex compliance and risk data
• Build AI systems that reason over structured and unstructured data to support regulatory interpretation
• Ensure AI outputs are traceable, explainable, and auditable
• Architect and deploy scalable LLM + retrieval + agent systems in production environments
• Optimize for latency, cost, reliability, and evaluation in real-world enterprise workloads
• Partner with various teams to operationalize AI safely and effectively
• Embed human-in-the-loop workflows, confidence thresholds, and safety guardrails into AI systems

Senior AI Engineer

• Serve as primary point of contact and guide overall relationship with MSSPs, increasing adoption and product use to drive NPS, expansion, and renewal, working collaboratively with the Drata Partnership team and other company stakeholders.
• Work with Drata’s Partnership team, to ensure we continue value-selling based approach through customer journey from point of sale through expansion and renewal for MSSPs and their clients.
• Engage daily with our MSSPs and your own performance metrics and data, leveraging all available datasets to fuel more effective and efficient engagements.
• Establish regular cadence meetings (weekly, monthly, quarterly, etc.) with each MSSP to align and realign on business objectives, KPIs, product use and product opportunities, and their partnership journey with Drata.
• Conduct QBRs with executive and C-level team members from MSSPs and Drata for our most strategic relationships.
• Build and maintain a deep understanding of Drata’s platform and engage with MSSPs about the most relevant features/functionality for their specific business needs.
• Become a trusted advisor for MSSPs around best practices for utilizing Drata’s platform in progressing the compliance journey of their clients.
• Leverage relationships, data/metrics, and team resources to proactively identify, assess, and flag risk, and collaborate with team to mitigate and address it
• Provide feedback internally on how Drata can grow our MSSP relationships via how we build product, service models, and continually improve our delivery and execution

Senior Manager, Enterprise Customer Success

Senior Enterprise Solutions Architect

Sales Development Representative, Enterprise

Sales Development Manager – Commercial

Sales Development Representative, Commercial

Sales Development Representative, Enterprise

Senior Channel Business Manager

Paid Search Manager

Product Manager II

Senior Applied AI Engineer

Senior Solutions Engineer, Enterprise

Senior AI Engineer

Customer Success Manager, MSSP