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 drata.com and follow us on LinkedIn linkedin.com for company news, employee stories, and career updates. Job Summary: We are looking for a Senior SI and Audit Firm Alliances Manager to own and scale Drata's most strategic partner relationships across two connected ecosystems — systems integrators (SIs) and enterprise-focused audit firms — with the goal of embedding Drata into their advisory, implementation, and audit practices. The ideal candidate will be knowledgeable and comfortable in the audit and GRC space and will have the ability to successfully manage these relationships for the purposes of partner-sourced revenue generation, co-sell execution, and delivering exceptional audit and advisory outcomes. This role will be cross-functional, working closely with Sales, Customer Success, Product, and Marketing. What you'll do: - Own and grow relationships with Drata's top-tier, enterprise-focused audit firm partners; develop joint business plans and serve as the senior escalation point for complex audits and strategic partner initiatives. - Own and grow Drata's network of systems integrator partners, embedding Drata into their advisory and implementation practices and driving new partner-sourced revenue streams. - Drive partner-sourced and co-sell revenue by aligning Drata's enterprise sales teams with both audit firm and SI partners, identifying and advancing opportunities from introduction through close. - Build and scale repeatable co-selling motions — partner enablement, deal registration, pipeline tracking, and forecasting — across both the audit and SI motions. - Represent Drata as a product advocate across both ecosystems, educating partners on which Drata products best fit their clients' needs. - Ensure consistently high-quality audit experiences, partnering with Customer Success to monitor and improve audit-related CSAT and address friction points. - Enable audit firms and SI partners on Drata's roadmap and best practices, and serve as their internal advocate across Product, Engineering, and Go-To-Market teams. - Implement onboarding programs for new partners, measure their effectiveness, and report on performance to inform future alliance investment. - Work closely with Sales, Marketing, Product, and Customer Success to keep alliance strategy aligned with company objectives, supporting strategic deals via partner-led pitches and executive briefings. - Contribute to the evolution of Drata's broader partnership and ecosystem strategy, including the SI/advisory motion, as the program scales. What you'll bring: - 6+ years of experience in strategic partnerships, alliances, business development, or audit-led go-to-market roles within B2B SaaS or large professional services organizations. - Direct sales, quota-carrying, or business development experience with a demonstrated track record of consistently meeting or exceeding revenue targets. - Significant understanding of the GRC landscape and familiarity with audit, compliance, risk, or security frameworks (SOC 2, ISO 27001, SOX, etc.). - Demonstrated ability to influence revenue outcomes through partner relationships, referrals, or co-selling motions. - Experience managing senior stakeholders, including partners, principals, and enterprise decision-makers. - Background at a Big 4 or large national audit firm, or in a strategic role at a global systems integrator — ideally having transitioned (or excited to transition) into a commercial, co-sell-oriented position. - Experience working alongside enterprise SaaS sales teams and navigating complex, multi-stakeholder deal cycles. - Strategic thinker who is highly collaborative, a strong communicator, and comfortable influencing without authority across teams. - Self-starter and resourceful, energized by carrying a number, and comfortable operating in ambiguity to help define best practices for a growing, dual-ecosystem alliance function. 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 drata.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. The expected OTE range for this role is between $170,000 - $260,000 and is listed to provide transparency. Actual base pay will vary based on multiple factors — market location, job-related knowledge, skills, experience, and overall alignment to the role. Candidates shouldn't expect automatic placement at any particular point within the range. Offer amounts are determined by the qualifications each candidate brings to the position. Total compensation may also include equity designed to provide meaningful ownership in the company, as well as health and wellbeing benefits.

Requirements

Must-haves

Why Join the Drata Team?
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.
This role will be cross-functional, working closely with Sales, Customer Success, Product, and Marketing.
Own and grow relationships with Drata's top-tier, enterprise-focused audit firm partners; develop joint business plans and serve as the senior escalation point for complex audits and strategic partner initiatives.
Own and grow Drata's network of systems integrator partners, embedding Drata into their advisory and implementation practices and driving new partner-sourced revenue streams.
Drive partner-sourced and co-sell revenue by aligning Drata's enterprise sales teams with both audit firm and SI partners, identifying and advancing opportunities from introduction through close.
Build and scale repeatable co-selling motions — partner enablement, deal registration, pipeline tracking, and forecasting — across both the audit and SI motions.
Represent Drata as a product advocate across both ecosystems, educating partners on which Drata products best fit their clients' needs.
Ensure consistently high-quality audit experiences, partnering with Customer Success to monitor and improve audit-related CSAT and address friction points.
Enable audit firms and SI partners on Drata's roadmap and best practices, and serve as their internal advocate across Product, Engineering, and Go-To-Market teams.
Implement onboarding programs for new partners, measure their effectiveness, and report on performance to inform future alliance investment.
Work closely with Sales, Marketing, Product, and Customer Success to keep alliance strategy aligned with company objectives, supporting strategic deals via partner-led pitches and executive briefings.
Contribute to the evolution of Drata's broader partnership and ecosystem strategy, including the SI/advisory motion, as the program scales.
6+ years of experience in strategic partnerships, alliances, business development, or audit-led go-to-market roles within B2B SaaS or large professional services organizations.
Direct sales, quota-carrying, or business development experience with a demonstrated track record of consistently meeting or exceeding revenue targets.
Significant understanding of the GRC landscape and familiarity with audit, compliance, risk, or security frameworks (SOC 2, ISO 27001, SOX, etc.).
Demonstrated ability to influence revenue outcomes through partner relationships, referrals, or co-selling motions.
Experience managing senior stakeholders, including partners, principals, and enterprise decision-makers.
Background at a Big 4 or large national audit firm, or in a strategic role at a global systems integrator — ideally having transitioned (or excited to transition) into a commercial, co-sell-oriented position.
Experience working alongside enterprise SaaS sales teams and navigating complex, multi-stakeholder deal cycles.
Strategic thinker who is highly collaborative, a strong communicator, and comfortable influencing without authority across teams.
Self-starter and resourceful, energized by carrying a number, and comfortable operating in ambiguity to help define best practices for a growing, dual-ecosystem alliance function.

Nice-to-haves

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Benefits

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Dental

Vision

401(K)

Parental Leave

Wellness