Director of Product Marketing, Pricing & Packaging

Define and execute Drata’s monetization strategy across all products, aligning with product roadmap, customer maturity, and market dynamics. Architect tiers, bundles, add-ons, usage models, and geo-specific constructs that maximize revenue and customer value. Drive monetization strategies that increase ACV, expansion, attach rates, and model adoption across segments. Translate strategy into scalable GTM motions, including sales playbooks, enablement, quoting flows, and CPQ systems. Conduct customer pricing studies and competitive analyses to inform strategy and maintain differentiation. Build and lead a Pricing & Packaging Council to align stakeholders and drive consistent decision-making. Champion pricing as an organizational capability, ensuring adoption, education, and accountability across functions. Create infrastructure for test-and-learn pricing pilots, measuring outcomes and scaling what works. Define, monitor, and present pricing KPIs and revenue impact models directly to the C-suite. Act as a strategic advisor to leadership, shaping long-term monetization models and corporate growth strategy.