Senior Director, Demand Generation

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 seeking a Senior Director of Demand Generation to lead the strategy, execution, and performance of our demand engine. This role owns pipeline creation across digital, integrated campaigns and account based programs and is responsible for building a high-performing demand generation system that supports global pipeline generation. You will be a hands-on leader who actively builds, executes, and optimizes programs across the funnel while advancing how we leverage AI as an integrated system to improve targeting, engagement, and conversion. What you'll do: - End-to-end demand generation strategy across digital, integrated campaigns, and scalable multi-channel programs. - Pipeline creation and acceleration aligned to revenue targets. - Campaign planning and execution across personas, segments, and buying stages. - Budget allocation, channel mix optimization, and performance management. - Funnel performance improvements across volume, conversion rates, and pipeline velocity. - Alignment with Sales, SDR, RevOps, and Partner teams to ensure pipeline quality and follow-up. - Contribution to global pipegen efforts across regions, segments, and go-to-market priorities. Core Responsibilities - Build and execute AI systems for multi-channel demand programs that drive measurable pipeline and revenue. - Own digital channel performance and campaign orchestration. - Lead testing and optimization strategies across creative, targeting, landing pages, and conversion paths. - Partner with content and product marketing to develop high-performing messaging and offers for integrated campaigns. - Establish clear reporting on pipeline contribution, ROI, and channel performance. - Manage and develop a high-performing demand generation team. AI as a Demand Generation System - Advance our use of AI as a connected system within demand generation, moving beyond individual use cases to more integrated, scalable workflows and agents. - Build and optimize AI-driven processes across campaign execution, personalization, lead management, and sales handoff. - Partner with RevOps and Marketing Ops to deepen AI integration into core GTM systems such as scoring, routing, enrichment, and forecasting. - Identify opportunities to increase efficiency, testing velocity, and conversion through AI-enabled workflows. - Ensure AI systems are measurable, repeatable, and tied to pipeline performance and business outcomes. - Contribute hands-on to evolving how AI is applied across the demand generation function. What you'll bring: - 8–12+ years in B2B SaaS demand generation or growth marketing, with leadership experience. - Proven success driving pipeline through digital, integrated, and multi-channel programs. - Strong understanding of funnel dynamics, conversion optimization, and performance analytics. - Experience managing budgets and optimizing for ROI across multiple programs. - Deep experience partnering with Sales and RevOps in a pipeline-driven organization. AI & Technical Experience - Experience working with AI-driven marketing workflows, systems, or automations in a production environment. - Ability to think in systems, including inputs, workflows, outputs, and feedback loops. - Familiarity with CRM, marketing automation, and data systems such as Salesforce, HubSpot. - Comfort evaluating and operationalizing new approaches that improve performance. Leadership Profile - Strategic and execution-oriented, with a strong operator mindset. - Data-driven and focused on measurable business outcomes. - Builder mentality with a focus on scalability and efficiency. - Strong cross-functional collaborator and communicator. - Comfortable operating in an environment that is continuously evolving and improving. 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 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. Tier 1: $236,000 - $291,500 Tier 2: $212,300 - $262,300 Tier 3: $188,800 - $233,200 You can view which tier applies to where you plan to work here https://drata.com/career-tiers. 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.