Director of Product Marketing Manager, Drata
Pricing & Packaging
$171-264k
Salary dependent on location + Stock Options
More information about location
3+ days a week in office
Security and compliance automation
Job no longer available
Security and compliance automation
501-1000 employees
Job no longer available
$171-264k
Salary dependent on location + Stock Options
More information about location
3+ days a week in office
501-1000 employees
Company mission
To help companies earn and keep the trust of their users, customers, partners, and prospects.
Role
Who you are
- 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
What the job involves
- Drata is seeking a visionary and analytically sharp Director of Product Marketing, Pricing & Packaging to define and lead our global monetization strategy
- In this highly strategic leadership role, you will own the future of Drata’s pricing architecture across our product suite, driving change in how we capture value, accelerate growth, and empower confident, scalable selling
- You’ll partner with executives and cross-functional leaders in Product, Sales, RevOps, Finance, and Customer Success to shape pricing as a core growth lever—anchored in customer value, market differentiation, and financial impact
- This role is critical to Drata’s leadership in the trust management category, with direct accountability for ACV growth, monetization efficiency, and pricing adoption
- The Director will also establish governance models, drive experimentation at scale, and lead the organizational change required to embed pricing excellence as a discipline across the company
- 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
Our take
Traditional manual compliance workflows are tedious, error-prone and extremely hard to scale, which presents special difficulties for rapidly growing companies in maintaining strong data security. Drata enables companies to manage compliance easily through automatic monitoring and evidence collection, building a single picture of risk across the company.
The company has several competitors offering compliance automation solutions, including Vanta and Secureframe, but Drata is unique in automating the tasks itself rather than generating notifications for teams to action. This approach has garnered Drata a client base of thousands of companies, including bambooHR, Notion and Abnormal.
Drata has grown swiftly since its 2020 founding and acquired trust automation company Safebase in 2025 for a staggering $250 million. Iconiq Growth and GGV Capital have led Drata's impressive funding rounds in previous years, but its aim now is to expand its presence. Through its acquisition of SafeBase, Drata has also gained its customers, among which are tech leaders such as Palantir, LinkedIn and OpenAI, which will undoubtedly help it maintain its leading edge.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
64% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Dec 2022
$200m
SERIES C
Nov 2021
$100m
SERIES B
Total funding: $328.2m
Company benefits
- Healthcare: 90-100% paid premiums for medical, dental, and vision plans for employee and dependents + on demand health care concierge
- HSA, FSA, & DCFSA: Pre-tax savings plans for healthcare and dependent care, with up to a $600 annual employer contribution to the HSA plan (if enrolled in HSA medical plan)
- 100% paid short and long term disability plus life + AD&D benefits
- Learning & Development: $500 annually towards professional development opportunities + $250 annually towards personal development opportunities
- Flexible Time Off: Flexible vacation policy for strong, fully charged batteries
- 16 Weeks Paid Parental Leave: An inclusive policy to ensure you have time with your newborn, newly adopted, or foster child (available after six months of employment)
- Work Remotely: Flexible hours and work from home + $1,000 annually to cover necessary business related items for your home office
- 401K: Reach your financial goals while reducing your taxes
Company HQ
University City, San Diego, CA
Leadership
Adam Markowitz
(Co-Founder & CEO)Previously VP & GM at Instructure. Founder & former CEO of Portfolium. Has worked in Mechanical and Aerospace Engineering.
Daniel Marashlian
(Co-Founder & CTO)Former Technical Advisory Board Member at the National University. Previously Senior Director Of Engineering at Instructure. Co-founded Portfolium and RapidEngage.
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