Business Development Lead, AWS

Job description

Drata is building the trust layer between great companies - automating compliance, managing risk, and helping organizations prove trust continuously as they scale. We're Dratanauts: a global crew of 600+ professionals united by a culture that rewards integrity, ownership, and raising the bar, no matter where in the world we're working from. Why Join the Drata Team? At Drata, you're not maintaining legacy compliance software - you're building the agentic AI platform defining what trust looks like for the next generation of companies. Here's what makes the work itself worth showing up for: - Problems without a playbook: You'll work at the edge of AI and security, building agentic governance, continuous compliance, and real-time trust verification to solve problems that don't have an established answer yet. You're writing it as you go. - Real ownership, not just process: Our values center on owning outcomes and raising the bar, not checking boxes. You're expected to have opinions and back them. - A seat at the table: Your perspective is unique and valued. Open debate and diverse viewpoints are built into how decisions actually get made here, at every level. - Growth at rocketship speed: Drata is scaling fast, which means scope grows fast too. High performers get more ownership, visibility, and experience. - A crew, not just coworkers: Dratanauts consistently describe a "come as you are" culture with sharp, curious people—the kind of team that makes hard problems genuinely fun to solve. See what they say here https://drata.com/about/careers/life and follow us on LinkedIn https://www.linkedin.com/company/drata/posts/?feedView=all for company news, employee stories, and career updates. Job Summary: We are looking for a Senior Business Development Lead, Cloud Service Providers to join the Drata team. This is a senior individual contributor role responsible for leading and expanding Drata's strategic partnerships across major cloud providers, including AWS. As the primary owner of our CSP partner strategy, you will shape how Drata co-sells, co-markets, and integrates within the cloud ecosystem. You will operate at both a strategic and executional level - defining the partner motion, enabling field teams across both sides, and directly driving high-value pipelines with and through CSP partners. This role requires a seasoned professional who can influence and navigate large organizations, and consistently translate partnerships into measurable revenue impact. This is a rare opportunity to build and own a critical growth lever for Drata at scale - shaping strategy, establishing executive relationships, and leaving a lasting mark on how the company grows through the cloud ecosystem. What you'll do: - Own and drive Drata's Cloud Service Provider partnership strategy across 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 CSP 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 — orchestrating account mapping, pipeline reviews, joint GTM campaigns, field enablement, and executive interlocks across CSP organizations. - Define and own Drata's Marketplace strategy across AWS, partnering with Product, RevOps, and Finance to optimize listings, private offers, CPPO/PPO structures, and procurement paths to drive Marketplace-sourced ARR. - Drive senior-level pipeline generation by building strategic joint target account lists, activating CSP field teams, and designing scalable co-sell motions that produce consistent partner-sourced and partner-influenced revenue. - Build and deliver executive-level enablement to CSP 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 — ensuring tight integration between Drata and CSP field motions. - Establish and own reporting frameworks for CSP partnership performance - tracking pipeline, sourced/influenced revenue, Marketplace adoption, and co-sell velocity - and presenting insights and recommendations 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 CSP leadership, prospects, and customers to strengthen relationships and capture strategic intelligence. What you'll bring: - 3 + years of experience in partnerships, business development, or cloud alliances, with a significant portion focused 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 rolling up your sleeves to execute on the details. - Strong executive presence and communication skills, with the ability to engage credibly with C-level and VP-level stakeholders both internally and at CSP organizations. - Proven ability to influence and align cross-functional teams (Sales, Marketing, Product, Finance) around a shared partnership strategy without formal authority. - Deep understanding of B2B SaaS, ideally in security, compliance, cloud infrastructure, or DevOps — with the ability to articulate technical value propositions to both technical and business audiences. - Self-directed and entrepreneurial — you set your own agenda, drive outcomes with urgency, and take ownership from strategy through execution. - Highly organized with the ability to manage multiple strategic initiatives, partner relationships, and pipeline motions simultaneously across CSP organizations. Nice to have: - Background in GRC, security, compliance automation, or risk — with familiarity with frameworks such as SOC 2, ISO 27001, HIPAA, GDPR, or PCI DSS. How we support you: At Drata, our people are our strongest advantage—and we prove it with support that exceeds industry standards. Our total rewards package is designed to power your well-being, accelerate your growth, and keep your work-life balance thriving. Explore how we invest in your Life at Drata https://drata.com/about/life-at-drata?utm_source=chatgpt.com. - Shared Success: We provide stock equity to ensure that as the company grows, you share directly in that success. Equity gives every employee a sense of ownership and the opportunity to celebrate our wins together—because your contributions don’t just support our progress; they help drive our collective success. - Health & Wellness: Up to 100% employer-paid premiums for medical, dental, and vision coverage for employees and their dependents, along with comprehensive wellness benefits and healthcare concierge services designed to support your needs beyond traditional insurance. - Financial Well-being: A comprehensive suite of financial benefits, including a 401(k) plan, company-paid life and disability insurance, tax-advantaged spending accounts, and a range of discounted voluntary offerings to help you customize and strengthen your overall financial position. - Family Support: We want to support you in life's most important moments, so we offer a paid Parental Leave policy, after six months of employment. Employees also receive access to Kindbody fertility and family-building benefits and dedicated leave specialists who help guide you through the entire process. - Growth & Development: Generous annual stipends for both professional and personal development, empowering you to invest in your continued growth. You’ll also have access to a wide range of internal learning opportunities, ensuring you can build new skills, deepen your expertise, and advance your career with confidence. - Time Off & Flexibility: We believe that to do your best work, you should get the time you need for rest, rejuvenation and recovery. Drata offers a flexible vacation policy, paid holidays, and other perks to recharge. This role will receive a competitive base salary, variable compensation, benefits, and/or stock, typically in the form of Restricted Stock Units (RSUs). The expected OTE range for this role is $186,600 - $230,500, subject to change. A variety of factors are considered when determining someone’s leveling and compensation–including a candidate’s professional background and experience. This range may be modified in the future and final offer amounts may vary from the amounts listed above.