Head of Pricing

Drata, Inc.

Job Overview

Location

Hybrid - San Francisco

Job Type

Full-time

Full Job Description

📋 Description

• Own Drata’s end-to-end pricing and packaging strategy across the product portfolio, including designing and rolling out consumption-based, outcome-based, hybrid, and platform-tier monetization models for AI-native software.
• Build the analytical foundation that links 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 it into defensible market constructs, and evolve it as the category shifts.
• Lead competitive pricing intelligence across GRC, security, and AI software markets, including frontier monetization experiments at AI-native companies, and pressure-test Drata’s positioning.
• Design pricing frameworks, decision rubrics, and model templates that enable product teams to monetize new capabilities without bottlenecking on a central pricing team.
• Establish standards and guardrails for product teams to design, validate, package, and approve new SKUs, including discovery processes, packaging conventions, and approval workflows.
• Partner with product leaders to coach them on pricing decisions, raising the overall pricing fluency of the product organization.
• Maintain the catalog of active SKUs, entitlements, and meters, and own the lifecycle of introducing, retiring, or repricing offerings.
• Lead the multi-quarter transition of Drata’s existing subscription book toward dynamic monetization, protecting current revenue while accelerating adoption of new models.
• Design migration paths, grandfathering rules, and renewal mechanics that preserve customer trust while shifting the commercial model.
• Partner with Finance to model gross margin, ARR, and forecasting implications across the transition, and own commercial inputs to long-range planning.
• Collaborate with Billing, Revenue Operations, and Engineering to ensure pricing models are accurately metered, billed, invoiced, and recognized end-to-end.
• Bring a working technical understanding of usage-based billing infrastructure, including event metering, rating engines, entitlement enforcement, proration, overage handling, and revenue recognition under consumption models.
• Co-own requirements and design with Engineering on the internal billing and metering platform to ensure it supports launched pricing models.
• Ensure every commercial construct is operable in the billing stack before it ships to customers.
• Design packaging that flexes across customer segments—from emerging growth to large enterprise—using a single coherent model.
• Define product bundling, tiering, and entitlement logic in partnership with Product and Engineering, ensuring pricing is metered and enforceable in the platform.
• Own list pricing, discounting frameworks, and approval thresholds in partnership with Revenue Operations and Deal Desk.
• Partner with Sales and Customer Success on strategic enterprise deal structures, especially where standard pricing constructs are tested at the edges.
• Equip GTM teams with narratives, tools, and training to sell new commercial models with confidence.
• Build and scale the pricing function over time, starting hands-on and expanding the team as the model matures.

🎯 Requirements

• 10+ years of experience in pricing, monetization, or commercial strategy at B2B software companies, with at least one full cycle of leading a major pricing model transition (e.g., subscription to consumption, seat-based to usage-based).
• Direct, hands-on experience designing and rolling out consumption-based, outcome-based, or AI-native pricing models at companies past $100M ARR.
• Strong analytical foundation to build financial models and reason fluently about unit economics, cost-to-serve, gross margin, willingness-to-pay, and elasticity.
• Working technical understanding of usage-based billing infrastructure, including event metering, rating, entitlements, proration, overage, and revenue recognition.
• Demonstrated experience partnering with Billing teams on operational mechanics: invoicing, dunning, true-ups, dispute handling, and consumption book management.
• Track record of building pricing frameworks and decision tools used directly by product teams to launch new SKUs, reducing central bottlenecks.

🏖️ Benefits

• Stock equity in the form of Restricted Stock Units (RSUs) to share in company success.
• Up to 100% employer-paid premiums for medical, dental, and vision coverage for employees and dependents, plus wellness benefits and healthcare concierge services.
• Comprehensive financial benefits including 401(k) plan, company-paid life and disability insurance, tax-advantaged spending accounts, and discounted voluntary offerings.
• Paid Parental Leave after six months of employment, plus access to Kindbody fertility and family-building benefits and dedicated leave specialists.
• Generous annual stipends for professional and personal development, plus access to internal learning opportunities.
• Flexible vacation policy, paid holidays, and a hybrid work model with in-office collaboration Tuesdays through Thursdays in San Francisco, and flexible Mondays and Fridays.

Skills & Technologies

REST

Hybrid

$207k-281k

Degree Required

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Drata, Inc.

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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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