Director of Product Marketing Manager, Pricing & Packaging

Our Mission & Values:
At Drata, we help companies earn and keep the trust of their users, customers, partners, and prospects. We’re the proof layer that shows great companies deserve the trust they aim to build.

We live our values every day. Built on Trust means consistency is everything. Act with Integrity by always doing the right thing. Being Customer-Obsessed keeps the people we serve at the center of our work. Competitive Fire drives us to push ourselves harder than anyone else. Diversity brings unique perspectives that lead to better solutions. Automation First ensures we save time and money by making efficiency a priority.

Our Culture & Work Style 🚀

At Drata, we’re not just building software - we’re building a mindset. Everything we do springs from:

• Be a Driver (Owner‑Operator Mentality): Own your work. Improve relentlessly. Deliver results.

• Move at Drata Speed (Precision & Velocity): Fast decisions. Quick learning. Immediate impact.

• Stay Mission-Driven (Customer‑Obsessed): Challenge assumptions. Deliver value. Stay hungry.

We pair that high-velocity culture with a thoughtful hybrid model because we believe flexibility and collaboration both matter. That’s why in the Bay we come together in-office Tuesday through Thursday our high‑impact collaboration days where teams align, strategize, and innovate. Mondays and Fridays are flexible, giving you space for focused work, balance, and autonomy.

If you thrive when you’re empowered, energized, and working with smart, mission-driven people where you’ll feel at home here.

Why Join The Drata Team?

The best way to understand the Driver’s Mindset is to see it in action. We’re an award-winning, mission-driven team of 600+ people worldwide, united by a culture that values trust, speed, and continuous growth.

• See the Speed: Watch our CEO, Adam Markowitz, discuss the hyper-growth journey, from $0 to $100M ARR in just four years

• Hear the Voice of the Team: Explore our "Life at Drata" page for employee testimonials on our collaborative and the growth opportunities available.

• Experience the Impact: See why we are consistently recognized on Fortune's Best Workplaces lists.

• Connect with Us on Socials: LinkedIn - follow us for company updates, employee stories, and career news.

Job Summary:

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.

How we support you:
At Drata, our people are our strongest advantage—and we prove it with support that exceeds industry standards. Our total rewards package is designed to power your well-being, accelerate your growth, and keep your work-life balance thriving.

Explore how we invest in your Life at Drata.

• Shared Success: We provide stock equity to ensure that as the company grows, you share directly in that success. Equity gives every employee a sense of ownership and the opportunity to celebrate our wins together—because your contributions don’t just support our progress; they help drive our collective success.

• Health & Wellness: Up to 100% employer-paid premiums for medical, dental, and vision coverage for employees and their dependents, along with comprehensive wellness benefits and healthcare concierge services designed to support your needs beyond traditional insurance.

• Financial Well-being: A comprehensive suite of financial benefits, including a 401(k) plan, company-paid life and disability insurance, tax-advantaged spending accounts, and a range of discounted voluntary offerings to help you customize and strengthen your overall financial position.

• Family Support: Up to 16 weeks of paid parental leave (after six months of employment), along with a robust suite of family-support resources. Employees also receive access to Kindbody fertility and family-building benefits and dedicated leave specialists who help guide you through the entire process.

• Growth & Development: Generous annual stipends for both professional and personal development, empowering you to invest in your continued growth. You’ll also have access to a wide range of internal learning opportunities, ensuring you can build new skills, deepen your expertise, and advance your career with confidence.

• Time Off & Flexibility: We believe that to do your best work, you should get the time you need for rest, rejuvenation and recovery. Drata offers a flexible vacation policy, paid holidays, and other perks to recharge.

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 this role is: $213,800 - $264,000, subject to change.

A variety of factors are considered when determining someone’s leveling and compensation–including a candidate’s professional background and experience. This range may be modified in the future and final offer amounts may vary from the amounts listed above.