Drata

Product Marketing Director – Pricing & Packaging

Drata

full-time

Posted on:

Origin:  • 🇺🇸 United States

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Salary

💰 $171,000 - $264,000 per year

Job Level

Lead

About the role

  • Own Global Pricing Strategy: Define and execute Drata’s monetization strategy across all products, aligning with product roadmap, customer maturity, and market dynamics.
  • Design Packaging Frameworks: Architect tiers, bundles, add-ons, usage models, and geo-specific constructs that maximize revenue and customer value.
  • Accelerate Growth: Drive monetization strategies that increase ACV, expansion, attach rates, and model adoption across segments.
  • Operationalize Pricing: Translate strategy into scalable GTM motions, including sales playbooks, enablement, quoting flows, and CPQ systems.
  • Lead Market & Buyer Research: Conduct customer pricing studies and competitive analyses to inform strategy and maintain differentiation.
  • Establish Governance: Build and lead a Pricing & Packaging Council to align stakeholders and drive consistent decision-making.
  • Embed Pricing Discipline: Champion pricing as an organizational capability, ensuring adoption, education, and accountability across functions.
  • Experiment & Iterate: Create infrastructure for test-and-learn pricing pilots, measuring outcomes and scaling what works.
  • Deliver Financial Rigor: Define, monitor, and present pricing KPIs and revenue impact models directly to the C-suite.
  • Influence Executive Decisions: Act as a strategic advisor to leadership, shaping long-term monetization models and corporate growth strategy.

Requirements

  • 8+ years of experience in B2B SaaS pricing strategy, product marketing, corporate strategy, or consulting, with proven ownership of monetization outcomes.
  • Demonstrated success leading pricing & packaging transformations in high-growth environments.
  • Strong financial and analytical expertise: ability to model scenarios, build revenue impact analyses, and synthesize insights from large data sets.
  • Exceptional communication and influence skills, with a track record of aligning executives and cross-functional leaders around complex pricing decisions.
  • Deep understanding of SaaS pricing frameworks, trade-offs, and operationalization into GTM systems (CPQ, quoting).
  • Experience with structured customer research methods to guide strategy.
  • Adept at translating complex pricing into clear, executable GTM narratives for sales and customer success teams.
  • Strategic thinking paired with tactical ownership—you can both ideate and drive implementation.
  • MBA or equivalent strategic experience preferred; exposure to security, compliance, or GRC markets is a plus.