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.