Senior Business Development Lead, AWS
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.
About the Role
This role is a senior individual contributor responsible for leading and expanding Drata's strategic partnerships across major cloud providers, including AWS. You will define the partner motion, enable field teams across both sides, and directly drive 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.
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 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.
Requirements
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.
Qualifications
Education: Bachelor's degree in Business Administration, Marketing, Communications, Computer Science, or related field.
Experience: 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.
Technical Knowledge: 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.
Communication Skills: 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.
Leadership: Proven ability to influence and align cross-functional teams (Sales, Marketing, Product, Finance) around a shared partnership strategy without formal authority.
Industry Experience: 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.
Organizational Skills: Highly organized with the ability to manage multiple strategic initiatives, partner relationships, and pipeline motions simultaneously across CSP organizations.
Skills
Strategic Thinking: Ability to set long-term partnership direction and roll up your sleeves to execute on the details.
Executive Presence: Ability to engage credibly with C-level and VP-level stakeholders both internally and at CSP organizations.
Team Leadership: Proven ability to influence and align cross-functional teams (Sales, Marketing, Product, Finance) around a shared partnership strategy without formal authority.
Technical Expertise: 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.
Business Acumen: 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.
Project Management: Highly organized with the ability to manage multiple strategic initiatives, partner relationships, and pipeline motions simultaneously across CSP organizations.
Benefits
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.
Pay
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.
Schedule
Flexible schedule with high-impact collaboration days in the Bay (Tuesday through Thursday) and flexible Mondays and Fridays for focused work, balance, and autonomy.