Product Marketing Manager
Granicus
Product Marketing Director – Pricing & Packaging
Drata
full-time
Posted on:
Location: 🇺🇸 United States
Visit company websiteSalary
💰 $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.
