Senior Business Development Lead, AWS

Responsibilities

• 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 r

Benefits

Additional Information

Our Mission & Values: At Drata, we help companies earn and keep the trust of their users, customers, partners, and prospects. We're the proof layer that shows great companies deserve the trust they aim to build. We live our values every day. Built on Trust means consistency is everything. Act with Integrity by always doing the right thing. Being Customer-Obsessed keeps the people we serve at the center of our work. Competitive Fire drives us to push ourselves harder than anyone else. Diversity brings unique perspectives that lead to better solutions. Automation First ensures we save time and money by making efficiency a priority. Our Culture & Work Style 🚀 At Drata, we're not just building software - we're building a mindset. Everything we do springs from: Be a Driver (Owner‑Operator Mentality): Own your work. Improve relentlessly. Deliver results. Move at Drata Speed (Precision & Velocity): Fast decisions. Quick learning. Immediate impact. Stay Mission-Driven (Customer‑Obsessed): Challenge assumptions. Deliver value. Stay hungry. We pair that high-velocity culture with a thoughtful hybrid model because we believe flexibility and collaboration both matter. That's why in the Bay we come together in-office Tuesday through Thursday our high‑impact collaboration days where teams align, strategize, and innovate. Mondays and Fridays are flexible, giving you space for focused work, balance, and autonomy. If you thrive when you're empowered, energized, and working with smart, mission-driven people, you'll feel at home here. Why Join The Drata Team? The best way to understand the Driver's Mindset is to see it in action. We're an award-winning, mission-driven team of 600+ people worldwide , united by a culture that values trust, speed, and continuous growth. See the Speed: Watch our CEO, Adam Markowitz, discuss the hyper-growth journey, from $0 to $100M ARR in just four years Hear the Voice of the Team : Explore our "Life at Drata" page for employee testimonials on our collaborative and the growth opportunities available. Experience the Impact : See why we are consistently recognized on Fortune's Best Workplaces lists. Connect with Us on Socials: LinkedIn - follow us for company updates, employee stories, and career news. 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.

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