Drata
Head of Pricing
Hybrid - San Francisco · Exec
Sponsorship not specifiedDetected 56 days ago
Agentic AIProduct ManagementForecastingProcurementCustomer SuccessLeadershipCommunicationCollaboration
About the role
- The software industry is in the middle of a generational shift, from products built around human users to products built around AI agents that do work end-to-end.
- The commercial models that powered SaaS for the last fifteen years were built for a world where value scaled with seats.
- The companies that figure out how to price AI-native software will define the next decade of the category, and the ones that do not will leave compounding value on the table at every renewal and every enterprise deal.
Responsibilities
- Pricing strategy and model design
- Build the analytical foundation that connects unit economics, agent run cost, willingness-to-pay, gross margin, and customer value into a single coherent commercial model.
- Develop and own Drata's point of view on how AI-native software should be priced, translate that into specific, defensible constructs the company takes to market, and revise it as the category evolves.
- Lead competitive pricing intelligence across GRC, security, and AI software more broadly, including frontier monetization experiments at AI-native companies, and pressure-test Drata's positioning against it.
- Build the pricing frameworks, decision rubrics, and model templates that product teams use to monetize new capabilities, so that pricing scales with the product portfolio rather than bottlenecking on a single team.
- Establish the standards and guardrails for how product teams design and launch new SKUs, including the discovery process, validation methodology, packaging conventions, and approval workflow.
- Partner with product leaders to coach them through pricing decisions for their own surfaces, raising the pricing fluency of the broader product organization over time.
- Maintain the catalog of active SKUs, entitlements, and meters, and own the lifecycle of how new ones are introduced, retired, or repriced.
- Lead the multi-quarter plan to evolve Drata's existing subscription book toward the new model, protecting current revenue while accelerating the new motion.
- Design migration paths, grandfathering rules, and renewal mechanics that maintain customer trust while moving the book.
Requirements
- Direct, hands-on experience designing and rolling out consumption-based, outcome-based, or AI-native pricing models at companies past $100M ARR.
Nice to have
- Demonstrated ability to operate across Product, Finance, Sales, Customer Success, Engineering, and Billing, and to bring those functions into alignment on contentious commercial decisions.
- A clear point of view on how AI is changing software monetization, informed by direct exposure to companies on the frontier of this shift.
- Experience leading large enterprise deal structures and a comfort engaging directly with customer economic buyers when it matters.
- Bachelor's degree required
- MBA or equivalent analytical background a plus.
- Pricing leadership at an AI-native software company that ships agent-based or copilot-based products, where you owned the commercial model from first principles rather than inheriting a SaaS playbook.
- Experience pricing software that meters value at the work-unit level (per job, per resolution, per outcome, per token-with-margin) and reconciling that with enterprise procurement expectations.
- Time spent at a public software company that completed a successful pricing model transition, where you saw the gross margin, ARR, and Wall Street narrative implications play out at scale.
Skills
- Pricing frameworks and product team enablement
Benefits
- 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.
- We want to support you in life's most important moments, so we offer a paid Parental Leave policy, after six months of employment.
- Employees also receive access to Kindbody fertility and family-building benefits and dedicated leave specialists who help guide you through the entire process.
Company info
- Hear the Voice of the Team https://drata.com/about/life-at-drata: Explore our "Life at Drata" page for employee testimonials on our collaborative and the growth opportunities available.
- Experience the Impact https://www.greatplacetowork.com/certified-company/7044563: See why we are consistently recognized on Fortune's Best Workplaces lists.
- LinkedIn https://www.linkedin.com/company/drata/posts/?feedView=all - follow us for company updates, employee stories, and career news.
- 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.
- Make sure every commercial construct introduced is operable in the billing stack before it ships to customers.
This listing is sourced directly from Drata's careers page and normalized into a canonical job model.