Drata

Product Manager

• Lead Drata’s Agentic AI strategy and execution
• Own a multi-year AI vision that spans product lines
• Work across Product, Engineering, Design, GRC, and GTM teams
• Define success metrics and evaluation frameworks for agents
• Partner closely with Engineering and AI/ML leads on architecture and model selection
• Design MCP-based and related ecosystems of tools and data connectors
• Work with other product pillars to embed AI agents into their roadmaps
• Spend meaningful time with customers to understand jobs-to-be-done
• Create operating models for how the product org builds AI products
• Mentor and coach senior PMs

Principal Product Manager – AI

Client Partner

• Develop and execute an AWS partner strategy that aligns to Drata’s revenue goals, focusing on priority segments, regions, and industries.
• Build and manage relationships across AWS, including Partner Development Managers, Account Managers, Marketplace Specialists, and segment leaders to drive awareness and preference for Drata.
• Prospect into the AWS ecosystem (field teams, solution architects, industry teams, partner programs) via email, calls, events, and social to uncover new co-sell and co-marketing opportunities.
• Own and optimize Drata’s presence on AWS Marketplace, partnering with Product, Marketing, and RevOps to improve listings, streamline procurement paths, and support private offers.
• Drive joint pipeline generation by coordinating account mapping, target account lists, and campaign follow-up between Drata sales and AWS field teams.
• Enable AWS stakeholders on Drata’s value proposition, ideal customer profile, and key use cases (e.g., continuous compliance, Trust Center, and AI governance) through enablement sessions, office hours, and 1:1 support.
• Collaborate closely with Drata’s sales, partnerships, and marketing teams to design and execute joint go-to-market plays (events, webinars, campaigns, and field activities with AWS).
• Respond promptly to inbound AWS and Marketplace-related inquiries, qualifying opportunities and ensuring smooth handoffs to the appropriate sales owners.
• Track and report performance of AWS programs and motions (pipeline, sourced/influenced revenue, Marketplace adoption, co-sell engagements) and provide recommendations for continuous improvement.
• Represent Drata at AWS and industry events, helping drive customer and partner engagement while capturing feedback to inform our roadmap and GTM.
• Embrace change with a proactive mindset, staying organized, adaptable, and eager to learn and grow in a fast-evolving cloud and compliance landscape.

Senior Partner Development Manager – AWS

Marketing

• Own the end-to-end customer marketing strategy for expansion and lifecycle, ensuring programs start from customer value and map directly to NRR, expansion, and renewal goals
• Build and maintain a roadmap of expansion-led programs supported by best-in-class lifecycle journeys that guide customers from onboarding to long-term success with Drata
• Partner with Sales leadership and Revenue Operations to define shared expansion KPIs, segmentation, measurement, and reporting frameworks that connect programs to revenue targets
• Collaborate with Customer Success and Product to design integrated, customer-first plays that align field execution, product roadmap, and marketing programs
• Champion an AI-first mindset in customer marketing, using AI for segmentation, content creation, experiment design, targeting, and workflow automation to increase speed, quality, and scale
• Personally architect campaigns, build journeys, write briefs, review copy, and dive into tools and data, while leading and developing a small team
• Design and execute expansion campaigns across segments, products, and use cases, grounded in customer needs, maturity, and outcomes
• Build scalable programs that activate expansion opportunities and ensure they are effectively routed to Sales and CS
• Develop renewal and expansion nurture motions that reinforce value and proactively address churn risks
• Create and maintain playbooks, sequences, and assets for coordinated, consultative expansion outreach
• Design and optimize lifecycle journeys that make it easy for customers to onboard, activate, and grow with Drata, tailored by persona, segment, and product
• Build lifecycle touchpoints that accelerate time-to-value and deepen product mastery
• Partner with Customer Success, Product, and Revenue Operations to identify adoption gaps and create targeted programs
• Use AI to enhance lifecycle programs while maintaining high standards for brand, quality, and accuracy
• Collaborate with Customer Advocacy/Programs to incorporate champions, peer stories, reviews, and references into initiatives
• Own customer communication cadences that educate customers on new capabilities, best practices, and expansion paths
• Build and maintain dashboards and measure the impact of customer programs on NRR, expansion revenue, adoption, and customer health
• Run a culture of experimentation to continuously improve both customer experience and revenue performance

Director of Customer Marketing – Expansion, Lifecycle

Performance Marketing

• Plan and run full-funnel, multi-channel campaigns from brief to launch to post-mortem, including goal-setting, channel mix, audience strategy, offers, and measurement.
• Partner with Product Marketing to align campaigns to ICPs, personas, positioning, and value propositions using standardized messaging frameworks and campaign briefs.
• Collaborate cross-functionally with partner marketing, field/events, SDRs, brand and MOPs to align execution, creative, and sales plays to campaign strategy.
• Define KPIs and campaign impact and build reporting views that connect campaign performance to pipeline and revenue.
• Partner with Marketing Operations to operationalize campaigns in Salesforce, HubSpot, and other related systems, ensuring clean tracking, lead routing, and attribution.
• Continuously test and optimize creative, messaging, landing pages, and nurture flows to improve conversion rates.
• Manage and optimize campaign budgets, reallocating spend based on performance.
• Enable SDRs and sales with campaign snapshots, talking points, follow-up templates.
• Leverage AI-powered tools for audience insights, creative iteration, experimentation, and performance analysis to accelerate launch cycles and optimization.
• Document and socialize campaign playbooks and best practices to drive consistency, learning, and repeatability across the marketing organization.

Global Campaign 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 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

Solutions Engineer, Commercial

• 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

Full-stack Engineer

• Design and own production AI systems end-to-end (LLM pipelines, RAG, reranking, vector stores, orchestration)
• Make thoughtful build/don’t-build decisions based on real data
• Evolve our AI stack over time, from model infrastructure to workflow orchestration to evaluation tooling
• Design evaluation systems that measure retrieval quality, reasoning accuracy, end-to-end performance
• Build tooling that helps the team iterate confidently and catch regressions early
• Define how we measure success across the platform
• Analyze production outputs to identify failure patterns and root causes
• Turn complex findings into clear technical recommendations
• Know when to push forward and when to pause based on data
• Be the go-to technical voice for AI architecture decisions
• Influence standards for how LLM systems are built, tested, deployed, and monitored
• Mentor senior engineers through design reviews and hands-on collaboration
• Partner with product and compliance teams to translate domain complexity into clean technical solutions
• Ship systems optimized for latency, cost, reliability, and auditability
• Embed safety guardrails, confidence thresholds, and human-in-the-loop workflows
• Ensure outputs are traceable and explainable

Staff AI Software Engineer

Customer Success Manager

• Lead strategic relationships with enterprise customers, earning executive trust and becoming a go-to advisor on compliance program success.
• Drive outcomes, not just adoption—develop success plans, track KPIs, and identify risks and opportunities for growth.
• Guide customers through frameworks like SOC 2, ISO 27001, HIPAA, and FedRAMP—ensuring they achieve real, measurable progress.
• Own key moments across the customer journey from onboarding to renewal including health checks and tailored Mutual Action Plans.
• Translate voice of the customer into action, partnering with Product, Engineering, Sales, and Support teams.
• Champion continuous improvement in how customers scale securely and in our own processes, playbooks, and strategies.
• Promote new features and ensure Drata continues to evolve alongside each customer’s business.

Senior Enterprise Customer Success Manager

Revenue Operations

• Own the strategy and operating cadence for Drata’s go-to-market engine across Sales, Customer Success, and Partnerships
• Build and scale a Revenue Operations function that drives predictable revenue and provides data-driven insights
• Partner with GTM and Finance leadership on revenue strategy, capacity planning, and forecasting
• Design and execute GTM operating rhythms and governance
• Lead implementation of revenue tech stack tools (Salesforce, CPQ, etc.) and analytics capabilities
• Build a high-impact analytics capability for funnel and lifecycle analysis

VP, Revenue Operations

Manager

• Own and grow relationships with Drata’s top audit firm partners across EMEA.
• Develop and execute joint business plans aligned to regional priorities, revenue targets, and mutual growth goals.
• Serve as the senior escalation point for complex audits, enterprise customers, and strategic partner initiatives across the region.
• Identify opportunities to expand Drata’s audit partner footprint in key EMEA markets and support the development of a scalable regional ecosystem.
• Drive partner-sourced and co-sell revenue by aligning Drata’s sales teams with audit firm partners at both the field and leadership levels across EMEA.
• Identify, influence, and advance opportunities introduced by audit partners, collaborating closely with Account Executives throughout the deal lifecycle.
• Build and scale repeatable co-selling motions across the region, including partner enablement, deal registration, pipeline tracking, and forecasting.
• Ensure consistently high-quality audit experiences for both auditors and customers using the Drata platform.

Senior Audit Alliances Manager

• Lead and develop a high-performing team of Solutions Engineers supporting Commercial and SMB customers
• Manage, mentor, and coach team members while fostering a customer-first culture
• Partner with sales leadership to refine technical sales strategies and support high-value deals
• Ensure effective execution of technical proof of concepts (POCs), demos, and solution alignment
• Serve as an escalation point for technical pre-sales challenges and key customer engagements
• Define and track key performance metrics to measure team effectiveness
• Drive process improvements to optimize sales efficiency and technical engagement

Senior Manager, Solutions Engineering

Account Manager

• Support CBMs in executing joint business plans with strategic partners such as CDW, SHI, Guidepoint Security, and others.
• Maintain consistent engagement with partner field sales teams to drive opportunity creation and pipeline acceleration.
• Help increase mindshare and field awareness of Drata within assigned partner organizations.
• Track and advance partner-sourced and partner-influenced opportunities through the sales cycle.
• Coordinate joint account mapping sessions and document target accounts, owners, and next steps.
• Track follow-through on mapped accounts and co-sell motions.
• Coordinate partner onboarding and training sessions for sales and solution teams.
• Ensure partner sellers have up-to-date messaging, positioning, competitive insights, and sales resources.

Inside Channel Account Manager

• Manage and respond promptly to inbound partner inquiries, qualifying and nurturing potential partnerships
• Build and maintain relationships with partners to support new business opportunities and pipeline generation
• Provide partner enablement materials, guidance, and ongoing support to ensure partners are successfully onboarded, positioned to sell Drata
• Support partners in highlighting use cases and competitive differentiation
• Leading discussions and articulating Drata’s value proposition in partner conversations
• Stay organized while managing outreach activities, follow-ups, and partner communication
• Embrace change with a proactive mindset while remaining adaptable, curious, and eager to learn

Associate Partner Development Manager

People Operations

• Develop and execute a People Operations roadmap that supports Drata’s rapid scaling and aligns with our mission to simplify trust.
• Lead a high-performing People Ops team across functions: HRIS, compliance, lifecycle, and processes.
• Serve as a strategic partner to the Head of People and executive team on organizational design, workforce planning, and ways to operationalize “Drata Speed.”
• Own and maintain HRIS (e.g., Workday), ensuring data integrity, integration with other platforms, and automation.
• Optimize recruiting workflows, onboarding, internal mobility, promotions, performance cycles, and offboarding — preempting friction points.
• Build and manage People analytics dashboards to deliver insights on capacity, headcount, attrition, hiring velocity, and more.
• Ensure compliance with data security, privacy, and regulatory frameworks, especially given Drata’s security-first approach.
• Lead onboarding and offboarding processes that scale globally and feel personal.
• Drive manager enablement through training, interview design, and SOPs aligned with Drata’s leadership expectations.
• Implement global policies and process standards (performance reviews, promotions, transfers) that balance structure with speed.
• Embed the “Drata Rules” into People programs, making them not just values, but behaviors and operational norms.
• Build and maintain robust policy infrastructure (employee handbook, global compliance, HR audits).
• Partner with Legal, Security, and Finance to enforce policy, manage risk, and ensure regulatory readiness.
• Support Drata’s Trust posture (e.g., SOC2, ISO) by operationalizing People controls and documentation.
• Work closely with Finance on budgeting, headcount planning, and forecasting.
• Partner with Talent Acquisition to ensure seamless candidate-to-employee transition.
• Collaborate with IT for identity, access management, and secure onboarding.
• Enable Total Rewards: benefits, global compensation, and vendor relationships.

Principal Product Manager – AI

Senior Partner Development Manager – AWS

Director of Customer Marketing – Expansion, Lifecycle

Global Campaign Manager

Solutions Engineer, Commercial

Senior Solutions Engineer, Enterprise

Staff AI Software Engineer

Solutions Engineer, Commercial

Senior Enterprise Customer Success Manager

VP, Revenue Operations

Senior Audit Alliances Manager

Senior Manager, Solutions Engineering

Inside Channel Account Manager

Associate Partner Development Manager

Director, People Operations