Senior Business Development Lead, AWS

What you'll do

• 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.
• 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.
• Represent Drata at industry and partner events, engaging with CSP leadership, prospects, and customers.

What you'll bring

• 3+ years of experience in partnerships, business development, or cloud alliances, with a significant portion focused on CSP ecosystems (AWS, GCP, or Azure).
• Demonstrated track record of owning and scaling cloud partnerships that have produced measurable, material pipeline and revenue impact.
• 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 programs.
• Strong executive presence and communication skills, with the ability to engage credibly with C-level and VP-level stakeholders.
• Proven ability to influence and align cross-functional teams (Sales, Marketing, Product, Finance) around a shared partnership strategy.
• Deep understanding of B2B SaaS, ideally in security, compliance, cloud infrastructure, or DevOps.
• Self-directed and entrepreneurial with the ability to manage multiple strategic initiatives simultaneously.

Nice to have

• Background in GRC, security, compliance automation, or risk — with familiarity with frameworks such as SOC 2, ISO 27001, HIPAA, GDPR, or PCI DSS.

How we support you

• Shared Success: Stock equity for all employees.
• Health & Wellness: Up to 100% employer-paid premiums for medical, dental, and vision coverage for employees and dependents, plus wellness benefits and healthcare concierge services.
• Financial Well-being: Comprehensive suite of financial benefits.