Job Overview
Location
San Diego, Indiana, USA
Job Type
Full-time
Category
Account Manager
Date Posted
February 28, 2026
Full Job Description
đź“‹ Description
- • As an Associate Partner Development Manager at Drata, you will be at the forefront of building and nurturing our vital partner ecosystem. Your primary mission will be to expertly manage and onboard inbound channel partner leads, transforming initial interest into robust, revenue-generating relationships. You will serve as the crucial first point of contact for prospective partners, meticulously qualifying opportunities, orchestrating seamless next steps, and ensuring an exceptionally positive onboarding experience that sets the stage for long-term success.
- • This role is a phenomenal launchpad for individuals embarking on their careers in partner development. You will join an inclusive and dynamic team, gain invaluable foundational partnership skills, and experience significant career growth within a hyper-growth SaaS company that is revolutionizing the compliance and security landscape.
- • You will be responsible for the prompt and professional management of all inbound partner inquiries. This involves not only responding swiftly but also engaging in thorough qualification processes to identify the most promising partnership opportunities and nurturing these relationships through the initial stages.
- • A core aspect of your role will be to proactively build and maintain strong, collaborative relationships with our partners. This involves understanding their business objectives and aligning them with Drata's solutions to drive new business opportunities and consistently generate a healthy sales pipeline.
- • You will play a key role in partner enablement, providing essential guidance, comprehensive training materials, and ongoing support. Your efforts will ensure that partners are not only successfully onboarded but are also expertly positioned to effectively sell Drata's innovative platform and adeptly identify new customer opportunities within their own networks.
- • You will actively support partners in articulating Drata's unique value proposition, highlighting key use cases, and effectively communicating our competitive differentiation in the market. This involves equipping them with the knowledge and tools to confidently represent Drata.
- • You will lead initial discussions and confidently articulate Drata’s compelling value proposition in conversations with a diverse range of partners, including resellers, Managed Security Service Providers (MSSPs), and referral partners. Your ability to clearly communicate complex solutions will be paramount.
- • Maintaining meticulous organization is critical. You will manage a high volume of outreach activities, diligently track follow-ups, and ensure consistent, clear communication with all partners, fostering trust and reliability.
- • Embracing change is fundamental to our culture. You will approach evolving market dynamics and internal processes with a proactive, adaptable, and curious mindset, demonstrating an eagerness to learn and continuously improve your skills and strategies.
- • You will contribute to the overall success of the Partner team by actively participating in strategy sessions, sharing market insights, and collaborating with internal stakeholders to optimize partner programs and initiatives.
- • Your role will involve understanding the competitive landscape and effectively positioning Drata against alternatives, enabling partners to confidently engage in competitive sales cycles.
- • You will be instrumental in identifying and nurturing potential co-selling opportunities, working alongside partners to bring Drata's solutions to market and drive mutual success.
- • This position requires a keen ability to absorb and synthesize information about Drata's product, target markets, and partner programs, translating this knowledge into actionable strategies for partner engagement.
- • You will be a key contributor to fostering a positive and productive partner experience, ensuring that every interaction reinforces Drata's commitment to trust, integrity, and customer obsession.
- • Your success will be measured by your ability to effectively qualify leads, build strong partner relationships, contribute to pipeline generation, and ensure a smooth and effective onboarding process for new partners, ultimately driving partner-led revenue growth.
- • You will operate with a high degree of autonomy, taking ownership of your responsibilities and driving initiatives forward with a results-oriented approach, embodying the 'Driver' mindset that defines Drata's culture.
- • You will be expected to stay abreast of industry trends and best practices in partner development and channel management, continuously seeking opportunities for professional growth and skill enhancement.
🎯 Requirements
- • 1-3 years of experience in sales, business development, partnerships, or a related customer-facing role.
- • Ability to thrive in a fast-paced, entrepreneurial, and high-growth SaaS environment.
- • Strong interest in learning new concepts, technologies, and personas, with the ability to quickly absorb and apply new information.
- • Self-motivated and accountable, with pride in your work and results.
- • Resourceful, with a problem-solving mindset and a proactive approach to challenges.
- • Excellent written and verbal communication skills, with the ability to articulate value propositions clearly and concisely.
🏖️ Benefits
- • Stock equity (RSUs) ensuring you share directly in the company's growth and success.
- • Up to 100% employer-paid premiums for medical, dental, and vision coverage for employees and their dependents.
- • Comprehensive wellness benefits and healthcare concierge services.
- • 401(k) plan with company-paid life and disability insurance.
- • Paid Parental Leave policy after six months of employment, plus Kindbody fertility and family-building benefits.
- • Generous annual stipends for professional and personal development, along with internal learning opportunities.
Skills & Technologies
REST
Junior
Hybrid
$97k-120k
About Drata, Inc.
Drata is a compliance automation platform that continuously monitors and collects evidence for security frameworks such as SOC 2, ISO 27001, HIPAA, and PCI DSS. It integrates with cloud services, identity providers, and SaaS tools to track controls, manage risks, and generate audit-ready documentation. The company serves technology startups and enterprises seeking to streamline security compliance workflows and maintain continuous monitoring without manual spreadsheets.
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