Senior Business Development Lead

Job Summary

Driving strategic partnerships, the full-time Senior Business Development Lead will lead and expand Drata's Cloud Service Provider partnership strategy, focusing on AWS, while operating remotely to define priorities and cultivate executive relationships.

Key responsibilities

• Own and drive the Cloud Service Provider partnership strategy across AWS, aligning success metrics with company revenue goals
• Serve as the primary relationship owner for CSP organizations, managing executive-level relationships and leading co-sell and co-market engagements
• Define and implement Drata's Marketplace strategy, collaborating with cross-functional teams to optimize listings and drive Marketplace-sourced revenue

Required qualifications

• 3+ years of experience in partnerships, business development, or cloud alliances, with a focus on CSP ecosystems
• Proven track record of scaling cloud partnerships that have generated measurable revenue impact
• Deep knowledge of CSP programs, co-sell frameworks, and Marketplace models
• Strong executive presence with the ability to engage effectively with C-level stakeholders
• Self-directed and highly organized, capable of managing multiple strategic initiatives simultaneously