Drata is seeking a bold and analytical Senior Product Marketing Manager, Pricing & Packaging to own the pricing and monetization strategy across our entire product suite. In this highly strategic role, you’ll design, execute, and iterate pricing and packaging frameworks that accelerate revenue, boost expansion, and align with how our buyers perceive value. You’ll partner cross-functionally with Product, Sales, RevOps, Finance, and Customer Success to ensure our pricing fuels commercial growth while enabling confident, scalable selling motions.
This role is critical to Drata’s continued leadership in the trust management category, and will directly impact ACV growth, pricing model adoption, monetization efficiency, and sales confidence.
What you’ll do:
Pricing & Packaging Strategy: Lead end-to-end pricing design for new and existing offerings, including feature bundles, tiers, add-ons, usage models, and geo-specific constructs.
Monetization & Value Realization: Drive frameworks that link customer value to price realization, maximizing average deal size and expansion potential across segments.
GTM Acceleration: Partner with Sales, RevOps, and Enablement to operationalize pricing strategy into playbooks, quote flows, talk tracks, and CPQ systems—reducing time to market for new offers.
Pricing Experimentation: Establish test-and-learn infrastructure to pilot, measure, and scale pricing experiments across verticals, ICPs, and packaging variations.
Market & Buyer Insights: Analyze competitor pricing models, buyer behavior, and financial performance to inform packaging decisions and maintain competitive differentiation.
Performance Analytics: Define and monitor pricing KPIs including pricing model adoption, monetization efficiency, average deal size growth, attach rates, and customer expansion.
Executive Influence: Present findings, recommendations, and revenue impact models directly to product and business leadership.
What you’ll bring:
5+ years of experience in B2B SaaS pricing strategy, product marketing, business operations, or consulting—preferably in high-growth environments.
Proven success designing and implementing pricing models that scale with product complexity and customer maturity.
Strong financial and analytical skills: ability to build pricing frameworks, cohort analyses, and P&L impact scenarios.
Adept at translating complex pricing into clear, executable GTM narratives for sales and customer success teams.
Experience owning CPQ structures, quote operations, and cross-functional alignment with RevOps and Finance.
Strategic thinking paired with tactical ownership—you can both ideate and drive implementation.
MBA or equivalent experience preferred; experience in trust, security, or GRC platforms is a plus.
Benefits:
Healthcare: 90-100% paid premiums for medical, dental, and vision plans for employee and dependents + on demand health care concierge
HSA, FSA, & DCFSA: Pre-tax savings plans for healthcare and dependent care, with up to a $600 annual employer contribution to the HSA plan (if enrolled in HSA medical plan)
100% paid short and long term disability plus life + AD&D benefits
Learning & Development: $500 annually towards professional development opportunities + $250 annually towards personal development opportunities
Flexible Time Off: Flexible vacation policy for strong, fully charged batteries
16 Weeks Paid Parental Leave: An inclusive policy to ensure you have time with your newborn, newly adopted, or foster child
Work Remotely: Flexible hours and work from home + $1,000 annually to cover necessary business related items for your home office
401K: Reach your financial goals while reducing your taxes
This role will receive a competitive base salary, benefits, and stock, typically in the form of Restricted Stock Units (RSUs). The applicable salary range for each US-based role is based on where the employee works and is aligned to one of 3 tiers based on the cost of labor for that geographic area. The expected salary ranges for this role are below, subject to change.
Tier 1: $148,500 - $183,400
Tier 2: $133,600 - $165,100
Tier 3: $118,800 - $146,800
You can view which tier applies to where you plan to work here. A variety of factors are considered when determining someone’s leveling and compensation–including a candidate’s professional background and experience. These ranges may be modified in the future and final offer amounts may vary from the amounts listed above.