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Drata · 4 months ago

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

United States

Full-time

Remote

Director/Executive

$214K/yr - $264K/yr

8+ years exp

Drata is a trust management platform that uses AI-driven automation to modernize governance, risk, and compliance. They are seeking a visionary Director of Product Marketing, Pricing & Packaging to define and lead their global monetization strategy, focusing on pricing architecture and driving growth through strategic partnerships across various departments.

ComplianceInformation TechnologySaaSSecuritySoftware

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

Qualification

B2B SaaS pricing strategyFinancialAnalytical expertisePricing & packaging transformationsCustomer research methodsSaaS pricing frameworksInfluence skillsTactical ownershipEquivalent experienceStrategic thinkingCommunication skills

Required

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

Preferred

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 (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