Director, Product Marketing Manager, Pricing & Packaging (Remote) at Drata

United States

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Not SpecifiedCompensation

Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Trust Management, SaaSIndustries

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

Responsibilities

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

Skills

Key technologies and capabilities for this role

Pricing StrategyPackaging FrameworksMonetization StrategyGTMCPQ SystemsMarket ResearchCompetitive AnalysisRevenue OperationsSales EnablementCustomer Value AnalysisACV Growth

Questions & Answers

Common questions about this position

Is this position remote?

Yes, this is a remote position.

What is the salary range for this role?

This information is not specified in the job description.

What experience is required for this position?

Candidates need 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, strong financial and analytical expertise, exceptional communication and influence skills, and deep understanding of complex topics.

What benefits are offered for this role?

This information is not specified in the job description.

What makes a strong candidate for this Director role?

A strong candidate has 8+ years in B2B SaaS pricing or related fields with proven monetization success, experience leading pricing transformations, strong financial modeling skills, and the ability to influence executives and cross-functional teams.

Drata

Automates security and compliance processes

About Drata

Drata provides a platform that automates security and compliance processes for companies, helping them achieve and maintain continuous compliance with standards like SOC 2, ISO 27001, and HIPAA. The platform works by integrating with over 75 different technologies to continuously monitor a company's security posture and collect evidence needed for compliance audits. This automation reduces the need for manual tasks, such as taking screenshots and managing spreadsheets, making the compliance process more efficient. Drata primarily serves fast-growing technology and SaaS companies that face challenges in managing compliance due to rapid growth and complex regulations. Unlike its competitors, Drata focuses on providing a comprehensive, integrated solution that ensures clients are always audit-ready. The goal of Drata is to simplify compliance management, allowing businesses to save time and resources while building trust with their customers.

San Diego, CaliforniaHeadquarters

2020Year Founded

$319.2MTotal Funding

SERIES_CCompany Stage

Enterprise Software, CybersecurityIndustries

501-1,000Employees

Benefits

Health benefits

Learning enrichment stipends

Flexible PTO

Work from home stipend

401k

Parental leave

Risks

Integration challenges from acquisitions like oak9 may disrupt service delivery.

AI-generated responses in compliance may face client resistance over accuracy concerns.

Rapid platform expansion could strain infrastructure, risking service outages.

Differentiation

Drata automates compliance with over 75 technology integrations, streamlining audit readiness.

Founded in 2020, Drata focuses on continuous compliance for fast-growing tech companies.

Drata's AI-driven solutions reduce manual compliance tasks, enhancing efficiency and accuracy.

Upsides

Drata's acquisition of oak9 integrates compliance into the software development lifecycle.

AI Questionnaire Automation accelerates sales cycles by minimizing security review delays.

Strategic alliances, like with 360 Advanced, expand Drata's market reach and service offerings.

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