Apply on Employer Site

Drata · 5 months ago

Senior Product Marketing Manager, Pricing & Packaging (Remote)

United States

Full-time

Remote

Senior Level

$148K/yr - $183K/yr

5+ years exp

Drata is a trust management platform that uses AI-driven automation to modernize governance, risk, and compliance. They are seeking a Senior Product Marketing Manager, Pricing & Packaging to own the pricing and monetization strategy across their product suite, partnering with various teams to ensure pricing supports commercial growth.

ComplianceInformation TechnologySaaSSecuritySoftware

Responsibilities

Lead end-to-end pricing design for new and existing offerings, including feature bundles, tiers, add-ons, usage models, and geo-specific constructs

Drive frameworks that link customer value to price realization, maximizing average deal size and expansion potential across segments

Partner with Sales, RevOps, and Enablement to operationalize pricing strategy into playbooks, quote flows, talk tracks, and CPQ systems—reducing time to market for new offers

Establish test-and-learn infrastructure to pilot, measure, and scale pricing experiments across verticals, ICPs, and packaging variations

Analyze competitor pricing models, buyer behavior, and financial performance to inform packaging decisions and maintain competitive differentiation

Define and monitor pricing KPIs including pricing model adoption, monetization efficiency, average deal size growth, attach rates, and customer expansion

Present findings, recommendations, and revenue impact models directly to product and business leadership

Qualification

B2B SaaS pricing strategyPricing model designFinancialAnalytical skillsCPQ structuresMarket analysisGTM narrativesEquivalentExperience in trust platformsStrategic thinkingCross-functional collaboration

Required

5+ years of experience in B2B SaaS pricing strategy, product marketing, business operations, or consulting—preferably in high-growth environments

Proven success designing and implementing pricing models that scale with product complexity and customer maturity

Strong financial and analytical skills: ability to build pricing frameworks, cohort analyses, and P&L impact scenarios

Adept at translating complex pricing into clear, executable GTM narratives for sales and customer success teams

Experience owning CPQ structures, quote operations, and cross-functional alignment with RevOps and Finance

Strategic thinking paired with tactical ownership—you can both ideate and drive implementation

Preferred

MBA or equivalent experience preferred; experience in trust, security, or GRC platforms 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

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