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.
What you’ll do:
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.
What you’ll bring:
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.
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
This role will receive a competitive base salary, benefits, and stock, typically in the form of Restricted Stock Units (RSUs). The applicable salary range for each US-based role is based on where the employee works and is aligned to one of 3 tiers based on the cost of labor for that geographic area. The expected salary ranges for this role are below, subject to change.
Tier 1: $213,800 - $264,000
Tier 2: $192,400 - $237,700
Tier 3: $171,000 - $211,200
You can view which tier applies to where you plan to work here. A variety of factors are considered when determining someone’s leveling and compensation–including a candidate’s professional background and experience. These ranges may be modified in the future and final offer amounts may vary from the amounts listed above.
Drata is on a mission to serve as the trust layer between great companies.
Drata is a trust management platform that uses AI-driven automation to modernize governance, risk, and compliance, helping thousands of businesses develop a more secure, proactive, and risk-aware organization to continuously maintain trust with customers.
We all recognize the importance of earning and keeping the trust of our customers when it comes to protecting their data. We know how burdensome achieving and maintaining a strong GRC posture can be with the rise in compliance regulations. It’s a manual, redundant, error-prone, and unscalable process - and it only grows more complex and expensive over time.
Our team of SaaS, security, compliance, and audit experts have built a better way - with automation
Employment at Drata is based solely upon individual merit and qualifications directly related to professional competence. We strictly prohibit unlawful discrimination or harassment on the basis of race, color, religion, veteran status, national origin, ancestry, pregnancy status, sex, gender identity or expression, age, marital status, mental or physical disability, medical condition, sexual orientation, or any other characteristics protected by law. We also make reasonable accommodations to meet our obligations under laws protecting the rights of the disabled.
