Senior Business Development Lead, AWS

Drata, Inc.

Job Overview

Location

Hybrid - San Francisco

Job Type

Full-time

Full Job Description

📋 Description

• Own and drive Drata’s Cloud Service Provider (CSP) partnership strategy specifically for 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 AWS 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 by orchestrating account mapping, pipeline reviews, joint GTM campaigns, field enablement, and executive interlocks across AWS.
• Define and own Drata’s Marketplace strategy on AWS, partnering with Product, RevOps, and Finance to optimize listings, private offers, CPPO/PPO structures, and procurement paths to drive Marketplace-sourced ARR.
• Generate senior-level pipeline by building strategic joint target account lists, activating AWS field teams, and designing scalable co-sell motions that produce consistent partner-sourced and partner-influenced revenue.
• Build and deliver executive-level enablement to AWS stakeholders, communicating Drata’s vision, product strategy, and key differentiators in the context of cloud compliance, AI governance, and Trust Center outcomes.
• Partner cross-functionally with Sales, Marketing, Product, and RevOps to architect and execute joint GTM programs including events, webinars, campaigns, and field plays that integrate tightly with AWS motions.
• Establish and own reporting frameworks for AWS partnership performance, tracking pipeline, sourced/influenced revenue, Marketplace adoption, and co-sell velocity, and present insights to leadership.
• Mentor and inform best practices across the broader partnerships organization, acting as a subject matter expert on CSP programs and elevating team capabilities.
• Represent Drata at industry and partner events, engaging with AWS leadership, prospects, and customers to strengthen relationships and capture strategic intelligence.
• Operate with an owner-operator mentality, taking full accountability for driving measurable revenue impact through AWS partnerships.
• Work within Drata’s hybrid model: in-office Tuesday through Thursday in San Francisco for collaboration; Mondays and Fridays are flexible for focused work and autonomy.
• Align all activities with Drata’s core values: Built on Trust, Act with Integrity, Customer-Obsessed, Competitive Fire, Diversity, and Automation First.
• Move at Drata Speed by making fast decisions, learning quickly, and delivering immediate impact while maintaining precision and strategic focus.

🎯 Requirements

• 3+ years of experience in partnerships, business development, or cloud alliances, with significant focus on CSP ecosystems (AWS, GCP, or Azure) either within a CSP or as a strategic ISV partner.
• Demonstrated track record of owning and scaling cloud partnerships that have produced measurable, material pipeline and revenue impact at a senior level.
• 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.
• Strategic thinker and operator equally comfortable setting long-term partnership direction and executing detailed initiatives.
• Strong executive presence and communication skills to engage credibly with C-level and VP-level stakeholders internally and at AWS.
• Proven ability to influence and align cross-functional teams (Sales, Marketing, Product, Finance) around a shared partnership strategy without formal authority.

🏖️ 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 comprehensive wellness and healthcare concierge services.
• 401(k) plan, company-paid life and disability insurance, tax-advantaged spending accounts, and discounted voluntary financial offerings.
• Paid Parental Leave after six months of employment, 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 work flexibility with in-office collaboration Tuesdays–Thursdays in San Francisco.

Skills & Technologies

AWS

Azure

GCP

REST

Senior

Hybrid

$186k-230k

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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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