Head of Pricing

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 Head of Pricing to own pricing and packaging at one of the most consequential moments in Drata's history. The software industry is in the middle of a generational shift, from products built around human users to products built around AI agents that do work end-to-end. The commercial models that powered SaaS for the last fifteen years were built for a world where value scaled with seats. That world is ending. The companies that figure out how to price AI-native software will define the next decade of the category, and the ones that do not will leave compounding value on the table at every renewal and every enterprise deal. This is the role that owns Drata's answer. You will design and roll out the pricing model for an agent-first platform, lead the transition of an existing subscription book toward dynamic monetization, and build the commercial and technical foundation that the entire company plans against. This role reports to the Chief Product & Technology Officer and works directly with the CEO, CFO, and CRO. What you'll do: Pricing strategy and model design - Own Drata's end-to-end pricing and packaging strategy across the product portfolio, including the design and rollout of consumption, outcome-based, hybrid, and platform-tier monetization models for AI-native products. - Build the analytical foundation that connects 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 that into specific, defensible constructs the company takes to market, and revise it as the category evolves. - Lead competitive pricing intelligence across GRC, security, and AI software more broadly, including frontier monetization experiments at AI-native companies, and pressure-test Drata's positioning against it. Pricing frameworks and product team enablement - Build the pricing frameworks, decision rubrics, and model templates that product teams use to monetize new capabilities, so that pricing scales with the product portfolio rather than bottlenecking on a single team. - Establish the standards and guardrails for how product teams design and launch new SKUs, including the discovery process, validation methodology, packaging conventions, and approval workflow. - Partner with product leaders to coach them through pricing decisions for their own surfaces, raising the pricing fluency of the broader product organization over time. - Maintain the catalog of active SKUs, entitlements, and meters, and own the lifecycle of how new ones are introduced, retired, or repriced. Transition from subscription to dynamic monetization - Lead the multi-quarter plan to evolve Drata's existing subscription book toward the new model, protecting current revenue while accelerating the new motion. - Design migration paths, grandfathering rules, and renewal mechanics that maintain customer trust while moving the book. - Partner with Finance to model gross margin, ARR, and forecasting implications across the transition, and own the commercial inputs to long-range planning. Billing systems and technical foundation - Partner closely with the Billing, Revenue Operations, and Engineering teams to ensure pricing models are accurately metered, billed, invoiced, and recognized end-to-end. - Bring a working technical understanding of how usage-based billing systems operate, including event metering, rating engines, entitlement enforcement, proration, overage handling, and revenue recognition under consumption models. - Co-own the requirements and design partnership with Engineering on the internal billing and metering platform, ensuring it can support the pricing models the business needs to launch. - Make sure every commercial construct introduced is operable in the billing stack before it ships to customers. Packaging across segments - Design packaging that flexes across customer segments, from emerging growth to large enterprise, with 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 itself. - Own list pricing, discounting frameworks, and approval thresholds in partnership with Revenue Operations and Deal Desk. Cross-functional leadership - Partner with Sales and Customer Success on strategic deal structure, especially for large enterprise opportunities where standard pricing constructs are being tested at the edges. - Equip GTM teams with the narrative, tools, and training to sell new commercial models with confidence. - Build and lead the function over time, starting hands-on and scaling the team as the model matures. What you'll bring: - 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 (subscription to consumption, seat-based to usage-based, or platform repricing). - 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, with the ability to build the financial model yourself 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. You do not need to write the code, but you need to understand the stack well enough to design pricing models that are operable in it and to be a credible partner to Engineering. - Demonstrated experience partnering with a Billing function on the operational side: invoicing, dunning, true-ups, dispute handling, and the day-to-day mechanics of running a consumption-based book. - Track record of building pricing frameworks and decision tools that product teams use directly to launch new SKUs, rather than every pricing decision routing through a central team. - Demonstrated ability to operate across Product, Finance, Sales, Customer Success, Engineering, and Billing, and to bring those functions into alignment on contentious commercial decisions. - Excellent written communication, with experience writing strategy documents and pricing narratives that executive teams and boards can act on. - A clear point of view on how AI is changing software monetization, informed by direct exposure to companies on the frontier of this shift. - Experience leading large enterprise deal structures and a comfort engaging directly with customer economic buyers when it matters. - Bachelor's degree required; MBA or equivalent analytical background a plus. Preferred experience: - Pricing leadership at an AI-native software company that ships agent-based or copilot-based products, where you owned the commercial model from first principles rather than inheriting a SaaS playbook. - Experience pricing software that meters value at the work-unit level (per job, per resolution, per outcome, per token-with-margin) and reconciling that with enterprise procurement expectations. - Direct experience working with modern billing platforms (e.g., Metronome, Orb, Stripe Billing, Zuora, m3ter) or building a comparable internal system. - Time spent at a public software company that completed a successful pricing model transition, where you saw the gross margin, ARR, and Wall Street narrative implications play out at scale. - Prior experience as a product manager, financial analyst, or strategy consultant before moving into pricing, with the rigor that background brings to commercial modeling. - Active engagement with the pricing community writing publicly about AI monetization (posts, talks, frameworks), and a track record of forming a view before consensus settles. 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, benefits, and stock, typically in the form of Restricted Stock Units (RSUs). The applicable salary range for this role is: $207,700 - $281,000, 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.