Work at a Portfolio Company

Sr. Manager, Pricing & Value Realization (Remote)



United States
Posted on Thursday, August 31, 2023

Drata is looking for a Senior Manager of Pricing and Packaging to lead product monetization strategy and execution. As a Sr. Manager on the Drata Solutions and Value team, you'll play a lead role in building pricing strategies for new and existing products and services, designing new packaging options, and monitoring pricing KPIs to optimize monetization. You will work closely with cross-functional teams such as sales, customer success, marketing, product, finance, operations, and executive leadership to drive revenue growth and market share across strategic market segments and industries.

What you’ll do:

  • Develop and implement pricing and packaging strategies for new and existing products that maximize customer adoption, retention, and profitability across multiple product lines and market segments
  • Lead and conduct market and Sales deal research, perform financial modeling and analysis to identify trends, opportunities, tests, and threats in pricing & packaging, and provide actionable insights to leadership teams
  • Lead, optimize, and scale our Business Value Assessment program, including: refining ROI calculators and content
  • Partner with Go-To-Market teams (Sales & Customer Success) to translate customer needs into strategic GTM value opportunities and customer-facing materials
  • Be the subject matter expert on market trends related to Saas pricing & packaging
  • Partner with Business Operations and the Deal Desk to build and manage price books in CPQ

What you’ll bring:

  • 5+ years of experience leading pricing and packaging programs for B2B SaaS products
  • 1-2 years in Management Consulting, Enterprise B2B SaaS Product Marketing, Business Operations, or Banking/Finance experience
  • Experience building pricing and packaging models, processes, and monetization strategies
  • Strong analytical skills and comfort working with quantitative and qualitative analyses, financial modeling, pricing research, and presenting findings to senior leadership
  • Degree in Engineering, Finance, Economics, or related field. MBA preferred
  • Experience with Platform-as-a-Service solutions and/or GRC industry experience is a plus


  • Experienced with pricing and packaging research techniques and tools such as: Qualtrics, Asana, Typeform, A/B testing solutions, Sigma, Tableau, and/or other BI tools
  • Strong skills in financial modeling in Google Sheets or Excel
  • Knowledge of Salesforce CPQ and CRM


  • Health & Wellness: 100% coverage for medical, dental, and vision plans - for employee and dependents + on demand health care concierge
  • HSA, FSA, & DCFSA: Pre-tax savings plans for healthcare and dependent care
  • 100% paid short and long term disability plus life + AD&D benefits
  • Learning & Development: $500 annually towards professional development opportunities + $250 annually towards personal development opportunities
  • Flexible Time Off: Flexible vacation policy for strong, fully charged batteries
  • 16 Weeks Paid Parental Leave: An inclusive policy to ensure you have time with your newborn, newly adopted, or foster child
  • Work Remotely: Flexible hours and work from home + $1,000 annually to cover necessary business related items for your home office
  • Charitable Giving Program: Up to $500 match for qualified charities
  • 401K: Reach your financial goals while reducing your taxes

This role will receive a competitive base salary, benefits, and equity. 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. The expected salary ranges for this role are set forth below.

Tier 1: $144,925 - $196,025

Tier 2: $130,433 - $176,423

Tier 3: $115,940 - $156,820

You can view which tier applies to where you plan to work here. 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.

Please continue to apply if you are unsure that you fit into our compensation structure.

Drata is on a mission to help build trust across the internet.

Drata is a security and compliance automation platform that continuously monitors and collects evidence of a company's security controls, while streamlining compliance workflows end-to-end to ensure audit readiness.

We all recognize the importance of earning and keeping the trust of our customers when it comes to protecting their data. We've felt firsthand how burdensome achieving and maintaining a strong security and compliance posture can be at a fast-growing company. It’s a manual, redundant, error-prone, and unscalable process - and it only grows more complex and expensive over time.

Our team of SaaS, security, compliance, and audit experts have built a better way - with automation.

Employment at Drata is based solely upon individual merit and qualifications directly related to professional competence. We strictly prohibit unlawful discrimination or harassment on the basis of race, color, religion, veteran status, national origin, ancestry, pregnancy status, sex, gender identity or expression, age, marital status, mental or physical disability, medical condition, sexual orientation, or any other characteristics protected by law. We also make reasonable accommodations to meet our obligations under laws protecting the rights of the disabled.