Jobs at Drata

Drive outbound prospecting to generate qualified meetings for Emerging AEs using cold calls, email, and social selling. Research accounts, qualify opportunities, manage pipeline in Salesforce, hit weekly/monthly activity and meeting metrics, and engage C-suite prospects. Collaborate with account executives and use tools like Outreach, LinkedIn Navigator, and ZoomInfo.

Lead and scale a technical support organization, manage managers and senior ICs, own escalations and SLA performance, and partner cross-functionally with Engineering, Product, and Customer Success. Build scalable processes, staffing models, and escalation frameworks; use operational metrics and customer feedback to drive improvements. Ensure team can troubleshoot integrations, APIs, SSO/SCIM, identity systems, and cloud environments, and influence product changes to improve supportability.

Lead strategy and execution of global demand generation across digital, integrated, and account-based programs. Build AI-driven multi-channel systems to drive pipeline and revenue, optimize funnel performance, manage budget and reporting, align with Sales/RevOps/Partners, and hire and develop a high-performing demand team.

Lead and scale a high-performing enterprise sales team to exceed targets through account-based execution, forecasting discipline, and coaching. Drive strategic cross-functional initiatives with Marketing, Product, RevOps, and Solutions Engineering to improve win rates, ACVs, and deal velocity. Act as a senior thought leader, manage performance, mentor AEs, and influence GTM strategy and product direction.

Own and optimize marketing operations: execute multi-channel campaigns, build automations and AI/LLM-driven workflows (lead scoring, personalization), maintain data hygiene and attribution, ensure compliance (GDPR/CCPA), enforce QA, and produce SOPs and playbooks to scale marketing systems and integrations.

Lead end-to-end go-to-market planning and execution for major product and feature launches. Drive NPI process improvements, create launch assets and executive communications, enable sales and CS, coordinate cross-functional stakeholders, and standardize launch frameworks to improve speed, quality, and adoption.

Technical leader responsible for architecting and evolving Drata's billing and monetization platform: usage ingestion, billable metrics, pricing, entitlements, invoicing, and integrations with Finance/CRM/ERP. Design event-driven, auditable, and scalable systems, ensure operational correctness and reconciliation, lead cross-team initiatives, review architecture, troubleshoot discrepancies, and mentor engineers on financial correctness and distributed systems.

Embedded finance partner to GTM leadership owning ARR forecasting, capacity and headcount planning, investment allocation, and ROI analysis. Leverage AI and automation to build scalable forecasting models and workflows, provide data-driven guidance on GTM strategy and unit economics, and align Finance, RevOps, and GTM on long-range plans, annual budgets, and quarterly reforecasts.

Lead and grow strategic partnerships with global systems integrators and audit firms to embed Drata, drive partner-sourced revenue, onboard and enable partners, measure program effectiveness, and collaborate cross-functionally with sales, BD, and executive teams.

Lead and mentor the AR team to oversee cash application, invoicing, collections, and reconciliations. Serve as escalation for complex billing and dunning, manage sales tax/VAT, partner with Deal Desk and Revenue teams, drive process improvements, support system implementations, and perform GL cash entries and reconciliations.

Lead and develop a team of Technical Support Engineers to manage day-to-day support operations, escalations, SLA adherence, and tooling. Partner with Engineering, Product, and Customer Success to resolve API, integration, SSO/SCIM, and cloud-related issues, improve processes and runbooks, drive metrics-informed improvements, and scale global support coverage and enablement.

Drive outbound prospecting (calls, email, social) to generate qualified meetings for Account Executives. Research accounts, qualify leads, track activity in Salesforce, hit weekly/monthly metrics, and engage C‑suite contacts. Hybrid role based in Sydney with growth opportunities in a fast-paced SaaS environment.

Administer and optimize Salesforce and connected GTM systems (CPQ, NetSuite, Snowflake); manage environments, integrations, data quality, reports/dashboards, and quote-to-cash workflows. Lead roadmap implementations, troubleshooting, audits, documentation, training, and collaborate with cross-functional teams to ensure secure, scalable, and well-governed revenue operations.

Drive outbound prospecting (calls, email, social) to generate qualified meetings for Account Executives. Research accounts, qualify leads, manage a sales pipeline in Salesforce, respond to inbound interest, and hit weekly/monthly activity and meeting targets. Engage with C-suite prospects, use social and internet research tools, and maintain accurate CRM records while being coachable and metrics-driven.

Lead and coach a technical support team delivering SaaS support for integrations, APIs, SSO/SCIM, and cloud environments. Manage operations, escalations, SLAs, cross-functional partnerships, process improvement, hiring, and enablement to improve customer outcomes and supportability.

Drive outbound prospecting (calls, emails, social) to generate qualified meetings for Account Executives. Research accounts, identify stakeholders, manage a sales pipeline in Salesforce, hit activity and meeting metrics, and engage C-suite prospects using tools like Outreach, LinkedIn Navigator, and ZoomInfo.

Lead and scale a technical support organization for a SaaS platform, managing managers and senior ICs. Own support strategy, escalations, SLAs, staffing, and cross-functional coordination with Product and Engineering. Improve processes, enablement, and supportability for integrations, APIs, SSO/SCIM, identity, and cloud issues. Use metrics and customer feedback to drive product and operational improvements and build a culture of accountability and technical excellence.

Provide first- and second-line technical support for Drata's SaaS platform, triage and resolve issues, work with APIs, identity providers, and cloud services, escalate complex problems, maintain tickets in Intercom/Jira/Linear, create knowledge-base content, perform bug replication/testing, and share product feedback with Engineering and Product teams.

The Staff Software Engineer will design and evolve the monetization platform, focusing on billing systems and integrations across various departments to ensure accurate customer outcomes and financial operations.

The Senior AI Product Engineer will develop and optimize AI product features, ensuring a seamless user experience through collaboration with engineering teams. Responsibilities include building full-stack features, implementing user feedback mechanisms, and monitoring product performance.