Careers at Drata

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🔥 Senior Customer Success Manager, Enterprise (Remote)

Posted 3 days ago

📍 United States

🧭 Full-Time

💸 97300.0 - 150200.0 USD per year

🔍 SaaS, Security, Compliance

🔧 Requirements

8+ years of Customer Success or Consulting experience
BA or BS with 5+ years experience in Security, Compliance (GRC), Identity and Access Management, or SaaS
Strong communication skills, able to communicate confidently and concisely in verbal, written and presentation formats to all types of audiences
Strategic mindset and adept at working with customers to realize and achieve long-term success plans and strategies
Experience managing a large volume of accounts
Data-fueled approach to CSM work, curious about data and insights, and have used Salesforce, Catalyst (or similar Customer Success Platform), Sigma and Jira

💡 Responsibilities

Serve as primary point of contact for executive-level stakeholders, understanding their strategic objectives and aligning our solutions to meet their business goals in order to accelerate time to value
Create Mutual Action Plans based on the customer’s business objectives and review progress with the customer stakeholders, through monthly health checks and quarterly business reviews
Approach book of business with deep curiosity to align and realign on business objectives, KPIs, product use and product opportunities, to support the progression of customer compliance journey, and overall compliance status
Identify customer challenges and risks, develop and drive cross-functional mitigation plans to avoid churn
Extensive knowledge of Drata's products and services is essential for Senior CSMs to effectively guide and inform customers. Maintain expertise through consistent product use and staying informed on Drata solutions and the product roadmap.
Be a steward of Drata's product roadmap and be intimately aware of how Drata is innovating and champion that innovation with customer champions and stakeholders.
Align and collaborate with Account Managers on renewal forecasts and up-sell strategies, with a focus on customer retention
Demonstrate and promote the latest features and capabilities of the Drata platform to ensure customers are using key product features that align with their desired outcomes
Leverage available data to drive key actions that deliver value throughout the customer journey
Work with internal teams to promote product improvements and advocate for customer needs based on customer feedback.
Become trusted advisor for customers around best practices for progressing their compliance journey with Drata, establishing, nurturing, and expanding relationships within each customer organization in concert with relevant Drata strategic team members and stakeholders

Project ManagementSQLCybersecurityData AnalysisPeople ManagementSalesforceJiraProduct OperationsCross-functional Team LeadershipProduct AnalyticsStrategic ManagementRESTful APIsPresentation skillsWritten communicationComplianceExcellent communication skillsAccount ManagementNegotiation skillsVerbal communicationBudgetingStrong communication skillsRisk ManagementData visualizationTeam managementStakeholder managementStrategic thinkingCRMFinancial analysisCustomer SuccessSaaS

Posted 3 days ago

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🔥 Senior Compliance Advisor - EMEA (Remote)

Posted 3 days ago

🧭 Full-Time

💸 95600.0 - 118100.0 GBP per year

🔍 Security and Compliance Automation

🔧 Requirements

Must have 4 - 6 years of experience in performing audits, assessments, and/or consulting or development work for compliance programs based on GDPR, DORA, or NIS2
The ideal candidate will have exposure and experience in additional frameworks such as ISO 27001/270002, HIPAA, PCI, or other major compliance and controls regulations and framework
Strong background and understanding of GRC (Governance, Risk, and Compliance) programs, processes, functions, and operational teams, and helping organizations design, build, and operate their risk, security, and compliance programs
Familiarly with GRC tools and/or cybersecurity technologies. GRC, compliance, and automation are a plus.

💡 Responsibilities

Advise customers in building information security policies, uploading evidence for controls and overall audit readiness as they prepare for audits and assessments against GDPR, DORA, NIS2, ISO 27001/270002, SOC2, HIPAA, PCI, etc.
Primarily serve as a compliance expert via tickets and inquiries, in customer-facing meetings, via email and executable work for customers, and to members of our Customer Success teams.
Lead the development and present on GRC industry best-practices and on common compliance questions received from customers for both external and internal audiences.
Lead ongoing internal learning and success of our team by sharing knowledge through mentorship, research, and internal presentations.
Host customer-facing webinars to answer questions on audit and GRC best practices
Review marketing articles and blog posts for accuracy as needed.
Partner with Customer Success and Account Managers in providing current customers with additional compliance advisory services as needed.
Assist with internal GRC initiatives, such as internal audits and other compliance initiatives.
Engage with the Sales team, as needed, with responding to prospective customer questions.

Posted 3 days ago

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🔥 Customer Success Manager, Enterprise (Remote)

Posted 3 days ago

💸 97300.0 - 150200.0 USD per year

🔍 Security, Compliance, Identity and Access Management, or SaaS

🔧 Requirements

5+ years of Customer Success or Consulting experience
BA or BS with 2+ years experience in Security, Compliance, Identity and Access Management, or SaaS
Strong communication skills, able to communicate confidently and concisely in verbal, written and presentation formats to all types of audiences
Strategic mindset and adept at working with customers to realize and achieve long-term success plans and strategies
Experience managing a large volume of accounts
Data-fueled approach to CSM work, curious about data and insights, and have used Salesforce, Catalyst (or similar Customer Success Platform), Sigma and Jira

💡 Responsibilities

Serve as primary point of contact for executive-level stakeholders, understanding their strategic objectives and aligning our solutions to meet their business goals in order to accelerate time to value
Create Mutual Action Plans based on the customer’s business objectives and review progress with the customer stakeholders, through monthly health checks and quarterly business reviews
Approach book of business with deep curiosity to align and realign on business objectives, KPIs, product use and product opportunities, to support the progression of customer compliance journey, and overall compliance status
Identify customer challenges and risks, develop and drive cross-functional mitigation plans to avoid churn
Align and collaborate with Account Managers on renewal forecasts and up-sell strategies, with a focus on customer retention
Demonstrate and promote the latest features and capabilities of the Drata platform to ensure customers are using key product features that align with their desired outcomes
Leverage available data to drive key actions that deliver value throughout the customer journey
Work with internal teams to promote product improvements and advocate for customer needs based on customer feedback.
Become trusted advisor for customers around best practices for progressing their compliance journey with Drata, establishing, nurturing, and expanding relationships within each customer organization in concert with relevant Drata strategic team members and stakeholders

Posted 3 days ago

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🔥 Customer Success Manager, Emerging (Remote)

Posted 3 days ago

🧭 Full-Time

💸 77800.0 - 120100.0 USD per year

🔍 SaaS

🔧 Requirements

2-3 years in a Customer Success Management role required, working in Shared Success and/or technical teams is a plus
Power user/expertise in Slack, Zoom, Google Workspace/GSuite, and CRM systems (Catalyst, Totango, Salesforce, etc.), Front/shared inbox software required
Experience with Jira/ticketing, Gong, Sigma/data dashboards, calendaring software, Notion preferred
Experience in B2B SaaS required

💡 Responsibilities

Serve as a resource to our emerging markets customers collaborating closely with a team of CSMs, AMs and incredibly well-resourced CS and GTM teams
Own a book of business (~400 customers) along with AM counterparts
Engage with our customers using data to ensure they are using and adopting Drata to the best of their ability
Engage with customers on a proactive and reactive basis to provide support and guidance to customers along their journey with Drata to drive customer value-realization
Provide reactive support via a queue of inquiries in accordance with internal SLAs
Schedule and conduct meetings with customers and key Drata team members in order to work through challenges and customer journey milestones
Identify, build and supplement existing internal and customer resource libraries, including help articles, FAQs, videos, and emails to increase adoption and ensure retention and satisfaction
Work collaboratively across pillars of CS, GTM, Operations, and Drata leadership teams to identify and realize value and revenue opportunities for each of our customers
Escalate and vet inquires with our technical and compliance expert teams as needed
Advise customers of additional Drata resources such as the in-app technical and compliance support, community, regular webinars
Assure clarity and transparency of engagement alongside Drata’s account executive, management, and other sales leaders to assure we continue value-selling based approach through customer journey from point of sale through expansion and renewal
Become one of a team of trusted advisor for customers around best practices for progressing their compliance journey with Drata, establishing, nurturing, and expanding relationships within each customer organization in concert with relevant Drata team members and stakeholders

Posted 3 days ago

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🔥 Compliance Advisor (Remote - MT or PT)

Posted 3 days ago

💸 77800.0 - 120100.0 USD per year

🔍 Security and Compliance Automation

🔧 Requirements

2 - 3 years of experience in performing audits and assessments for compliance programs based on SOC2 and ISO 27001/270002
Exposure and experience in additional frameworks such as NIST 800-171, NIST CSF, HIPAA, PCI, CMMC, or other major compliance and controls regulations and framework
Strong background and understanding of GRC (Governance, Risk, and Compliance) programs, processes, functions, and operational teams, and helping organizations design, build, and operate their risk, security, and compliance programs
Familiarly with GRC tools and/or cybersecurity technologies. GRC, compliance, and automation are a plus.
Previous experience at consulting, audit, and advisory firms or at GRC/cybersecurity technology companies, is highly preferred.
Proven self-starter able to identify priorities, take ownership of work, and learn and advise on new compliance frameworks quickly.
An ability to develop and cultivate positive relationships with customers - make their day by providing the best possible guidance and customer experience
Desire to work at a rapidly growing startup with a team-player mindset, building and creating something from the ground up.
A proactive approach to managing your workload and day and ability to prioritize many different tasks and levels of responsibility
Constant ability to iterate and improve upon existing processes - challenge the status quo and improve upon the current state
A strong ability to work within a high-speed and high-volume environment

💡 Responsibilities

Advise customers in building information security policies, uploading evidence for controls and overall audit readiness as they prepare for audits and assessments against SOC2, ISO 27001/270002, HIPAA, PCI, NIST 800-171, CMMC, FedRAMP, GDPR, CCPA, etc.
Primarily serve as a compliance expert via tickets and chat, in customer-facing meetings, via email and executable work for customers, and to members of our Customer Success teams.
Lead the development and present on GRC industry best-practices and on common compliance questions received from customers for both external and internal audiences.
Lead ongoing internal learning and success of our team by sharing knowledge through mentorship, research, and internal presentations.
Host customer-facing webinars to answer questions on audit and GRC best practices
Review marketing articles and blog posts for accuracy as needed.
Partner with Customer Success and Account Managers in providing current customers with additional compliance advisory services as needed.
Assist with internal GRC initiatives, such as internal audits and other compliance initiatives.
Engage with the Sales team, as needed, with responding to prospective customer questions.

Posted 3 days ago

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🔥 Solutions Engineer - UK (Remote)

Posted 4 days ago

📍 UK

💸 105700.0 - 130500.0 GBP per year

🔍 SaaS

🔧 Requirements

2+ years of experience as a Sales / Solutions Engineer preferably in the SaaS space.
Working knowledge of common cloud providers across tools including: Infrastructure - AWS, GCP, Azure; Identity Management - Okta, Google Workspace, Entra ID; Version Control - GitHub, BitBucket, GitLab
Experience running trials and POCs and serving as the technical partner of the prospective customer throughout their evaluation.
Solid technical background with understanding and/or hands-on experience in integrating cloud systems and API workflows
Ability to creatively explain and present complex concepts in an easy to understand manner
Experience working in a fast-paced, constantly changing environment
Excellent written and verbal communication skills
Excellent presentation and creativity skills

💡 Responsibilities

Partner with Solutions Engineers and Account Executives to support strategic deals and customer engagements
Support technical proof of concepts and demonstrations, helping to simplify the buyer’s journey
Align customer pain points and requirements with proposed solutions
Develop and deliver compelling product demonstrations
Gather and communicate customer needs to product and engineering teams for future enhancements
Conduct competitive research to inform positioning and strategy
Assist in building financial business cases for prospective customers
Manage technical aspects of RFP/RFI responses and documentation

AWSCloud ComputingGCPAPI testingAzureREST APICommunication SkillsAnalytical SkillsCollaborationCI/CDProblem SolvingCustomer servicePresentation skillsComplianceAccount ManagementJSONSales experienceSaaS

Posted 4 days ago

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🔥 Sales Development Representative - APAC

Posted 12 days ago

📍 Australia

🧭 Full-Time

💸 114200.0 - 127900.0 AUD per year

🔍 B2B SaaS

🔧 Requirements

6+ months experience in a sales development associate or inside sales role
Sales experience in the SaaS space is a plus
Ability to conduct high-level conversations with C-Suite executives

💡 Responsibilities

Research accounts and identify key players
Qualify and manage sales pipeline
Maintain high volume of outbound calls and emails
Respond to inbound customer interest
Track customer interactions in CRM

ResearchActive listeningSales experienceLead GenerationCRMSaaS

Posted 12 days ago

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🔥 Associate Account Manager (Remote)

Posted about 1 month ago

📍 United States

🧭 Full-Time

💸 104900.0 - 162000.0 USD per year

🔍 SaaS

🔧 Requirements

1+ years demonstrated success in an Account Management capacity or similar role with a focus on negotiating services contracts or relevant SaaS sales experience.
Experience using SFDC, Gong, Outreach, G Suite, Clari, Catalyst.
Ability to work independently with clear direction and to identify areas of process improvement and efficiency.
Excellent customer management skills; including sales, account management, and customer service.
Demonstrated ability to negotiate, discuss value and understand customer needs.
Excellent executive presence and communication skills.
Proactive approach with strong attention to detail and organization.
Team player with a track record of building positive relationships with peers and others within a company.

💡 Responsibilities

Own the commercial relationship with a large number of emerging Drata customers
Maximize account growth and mitigate risk by integrating with the account team and processes
Execute established win/win negotiation strategies for account contract renewals that improve contract value while protecting and enhancing the customer relationship
Based on framework provided to create, manage and close upsell/cross-sell opportunities on and off cycle
Collaborate with Customer Success, Solution Architects, Marketing and Product as the quarterback of the account team
Provide executive management with complete visibility to renewal & customer expansion through accurate forecasting
Communicate risk clearly and collaborate with leadership on developing resolution strategies
Deliver a strong value narrative helping our customers understand the ROI they receive from Drata

RESTful APIsExcellent communication skillsAccount ManagementNegotiation skillsCross-functional collaborationSales experienceRisk ManagementCRMCustomer SuccessSaaS

Posted about 1 month ago

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🔥 VP, Revenue Marketing (Remote)

Posted about 1 month ago

📍 United States

🧭 Full-Time

🔍 Security and compliance automation

🔧 Requirements

10+ years of proven work experience in senior marketing roles.
Proven experience in defining and executing revenue marketing strategies.
Track record of building high-performing marketing teams.
Expertise in managing multi-channel marketing campaigns.
Experience in lead generation and conversion rate optimization.
Strong background in account-based marketing and events.
Demonstrated success in customer marketing strategies to improve retention.
Proficiency in using data and A/B testing for performance measurement.
Skilled in refining messaging with brand and communications teams.
Experience in cross-functional collaboration to execute strategies.

💡 Responsibilities

Define and refine the company's revenue marketing strategy.
Build, manage, and inspire a high-performing marketing team.
Develop and execute multi-channel campaigns including digital, content, SEO/SEM, email, social media, events, and partnerships.
Partner with SDR and Marketing Operations to drive lead generation.
Build strong field marketing and events function.
Collaborate with Customer Marketing to enhance engagement and NRR.
Use data analytics and marketing tools to track performance.
Work with brand and communications teams to refine messaging.
Foster cross-functional collaboration with sales and product management.
Report key performance metrics to senior leadership.
Scale the team globally and build partner ecosystems.

LeadershipSEODigital MarketingData analyticsA/B testing

Posted about 1 month ago

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🔥 Account Manager, Commercial (Remote)

Posted about 2 months ago

📍 United States

🧭 Full-Time

💸 115400.0 - 178200.0 USD per year

🔍 SaaS

🔧 Requirements

3+ years demonstrated success in an Account Management capacity with a strong focus on negotiating services contracts or relevant SaaS sales experience
Experience in technology, preferably CRM or SaaS
Ability to work independently with clear direction and to identify areas of process improvement and efficiency
Excellent customer management skills; including sales, account management, and customer service
Demonstrated ability to negotiate, discuss value and understand client needs
Excellent executive presence and communication skills
Proactive approach with strong attention to detail and organization
Team player with a track record of building positive relationships with peers and others within a company

💡 Responsibilities

Own the commercial relationship with a number of our smaller Commercial Drata customers
Maximize account growth and mitigate risk by playing a central role on the account team
Execute established win/win negotiation strategies for account contract renewals that improve contract value while protecting and enhancing the customer relationship
Create manage and close upsell/cross-sell opportunities on and off cycle
Create and deliver a strong value narrative helping our customers understand the ROI they receive from Drata
Identify customer requirements, uncover roadblocks, and demonstrate strong account management capabilities to secure renewals and drive expansion
Collaborate with Customer Success, Solution Architects, Marketing and Product as the quarterback of the account team
Provide executive management with complete visibility to renewal & customer expansion, soliciting executive involvement as required.
Communicate risk clearly and take the lead in developing resolution strategies
Develop and maintain strong Executive Buyer (EB) relationships while multithreading into other key executives across the C-Suite, acting as a trusted advisor and strategic partner

Communication SkillsCustomer serviceRESTful APIsNegotiationAttention to detailAccount ManagementClient relationship managementSales experienceCRMCustomer SuccessSaaS

Posted about 2 months ago

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