Drata
Senior Business Development Lead, AWS
Remote - US · Senior
Sponsorship not specified$187k-$231kDetected 56 days ago
AWSGCPAzureCloud PlatformsDevOpsRESTComplianceProduct StrategyBusiness DevelopmentProcurementHIPAALeadershipCommunicationCollaborationPublic SpeakingOrganizational Skills
About the role
- This is a senior individual contributor role responsible for leading and expanding Drata's strategic partnerships across major cloud providers, including AWS.
- This role requires a seasoned professional who can influence and navigate large organizations, and consistently translate partnerships into measurable revenue impact.
- Mentor and inform best practices across the broader partnerships organization, acting as a subject matter expert on CSP programs and elevating team capabilities.
Responsibilities
- Own and drive Drata's Cloud Service Provider partnership strategy across AWS, defining priorities, go-to-market plays, and success metrics aligned to company revenue goals.
- Serve as the senior point of contact and relationship owner for CSP partner organizations, cultivating executive-level relationships with Partner Development Managers, Field Sales leaders, Marketplace teams, and Industry/Segment leads.
- Lead complex, multi-stakeholder co-sell and co-market engagements - orchestrating account mapping, pipeline reviews, joint GTM campaigns, field enablement, and executive interlocks across CSP organizations.
- Define and own Drata's Marketplace strategy across AWS, partnering with Product, RevOps, and Finance to optimize listings, private offers, CPPO/PPO structures, and procurement paths to drive Marketplace-sourced ARR.
- Drive senior-level pipeline generation by building strategic joint target account lists, activating CSP field teams, and designing scalable co-sell motions that produce consistent partner-sourced and partner-influenced revenue.
- Partner cross-functionally with Sales, Marketing, Product, and RevOps to architect and execute joint GTM programs including events, webinars, campaigns, and field plays - ensuring tight integration between Drata and CSP field motions.
- Establish and own reporting frameworks for CSP partnership performance - tracking pipeline, sourced/influenced revenue, Marketplace adoption, and co-sell velocity - and presenting insights and recommendations to leadership.
- Deep knowledge of CSP programs and motions - including co-sell frameworks (ACE, Partner Advantage, MPN/MPE), Marketplace models (CPPO, PPO, transactable listings), and partner incentive and funding programs.
Requirements
- 3 + years of experience in partnerships, business development, or cloud alliances, with a significant portion focused on CSP ecosystems (AWS, GCP, or Azure) either within a CSP or as a strategic ISV partner.
- Strong executive presence and communication skills, with the ability to engage credibly with C-level and VP-level stakeholders both internally and at CSP organizations.
- Proven ability to influence and align cross-functional teams (Sales, Marketing, Product, Finance) around a shared partnership strategy without formal authority.
Nice to have
- Background in GRC, security, compliance automation, or risk - with familiarity with frameworks such as SOC 2, ISO 27001, HIPAA, GDPR, or PCI DSS.
- Explore how we invest in your Life at Drata https://drata.com/about/life-at-drata?utm_source=chatgpt.com.
- A variety of factors are considered when determining someone's leveling and compensation-including a candidate's professional background and experience.
- This range may be modified in the future and final offer amounts may vary from the amounts listed above.
Compensation
- This role will receive a competitive base salary, variable compensation, benefits, and/or stock, typically in the form of Restricted Stock Units (RSUs).
- The expected OTE range for this role is $186,600 - $230,500, subject to change.
- A variety of factors are considered when determining someone's leveling and compensation-including a candidate's professional background and experience.
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.
- Build and deliver executive-level enablement to CSP stakeholders - communicating Drata's vision, product strategy, and key differentiators in the context of cloud compliance, AI governance, and Trust Center outcomes.
- Drata offers a flexible vacation policy, paid holidays, and other perks to recharge.
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.
- Represent Drata at industry and partner events, engaging with CSP leadership, prospects, and customers to strengthen relationships and capture strategic intelligence.
This listing is sourced directly from Drata's careers page and normalized into a canonical job model.