Senior Business Development Lead

Drata

. Own and drive Drata's Cloud Service Provider partnership strategy .

Posted 5/26/2026full-timeSan Francisco • 🇺🇸 United StatesSenior💰 $186,600 - $230,500 per yearWebsite

Tech Stack

Tools & technologies

AWSAzureCloudGoogle Cloud Platform

About the role

Key responsibilities & impact

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

Requirements

What you’ll need

3+ years of experience in partnerships, business development, or cloud alliances
Significant focus on CSP ecosystems (AWS, GCP, or Azure)
Track record of scaling cloud partnerships
Deep knowledge of CSP programs and motions
Strategic thinking and execution capability
Strong executive presence and communication skills
Ability to influence cross-functional teams
Deep understanding of B2B SaaS in security, compliance, or cloud infrastructure
Self-directed and highly organized

Benefits

Comp & perks

Up to 100% employer-paid premiums for medical, dental, and vision coverage for employees and their dependents
Comprehensive wellness benefits and healthcare concierge services
401(k) plan
Company-paid life and disability insurance
Tax-advantaged spending accounts
Range of discounted voluntary offerings
Paid Parental Leave policy after six months of employment
Access to Kindbody fertility and family-building benefits
Annual stipends for professional and personal development
Flexible vacation policy and paid holidays

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

cloud partnershipsCSP programsB2B SaaScloud infrastructurepipeline generationstrategic account targetingco-sell engagementsco-market engagementsreporting frameworksmarketplace strategy

Soft Skills

strategic thinkingexecutive presencecommunication skillsinfluencementorshipself-directedhighly organized