Senior Director, Global GSI and Audit Firm Alliances

About the role

You will own the end-to-end strategy and execution of global alliances with system integrators and audit firms to position Drata as a core component of their service delivery. This role requires you to act as a strategic architect, designing partnership frameworks that embed our automated security compliance platform into the DNA of key GSI and audit organizations. You will be responsible for cultivating high-trust relationships that transform these alliances into scalable revenue engines for both parties. The position demands a deep understanding of how security and compliance intersect with sales and service delivery in highly regulated industries. You will drive initiatives that ensure partners see clear value in promoting and selling Drata's solutions to their clients. Success in this role will be defined by your ability to meet and exceed ambitious revenue and adoption targets through disciplined execution. You will serve as a critical bridge between Drata's product team and the strategic priorities of our largest ecosystem partners.

Key facts

What you'll do

• Architect and lead the execution of a global partnership strategy focused on system integrators and audit firms to drive mutual market expansion.
• Spearhead the development of new revenue channels by identifying and activating collaborative go-to-market initiatives with key strategic alliances.
• Design and establish comprehensive programs that accelerate the adoption of automated security compliance within partner service offerings and client portfolios.
• Serve as the primary product ambassador within the partner ecosystem, ensuring deep and consistent representation of Drata's capabilities and value proposition.
• Generate incremental sales by educating partners on the precise suitability of Drata's product suite for their specific client challenges and regulatory needs.
• Leverage extensive industry and product knowledge to formulate and achieve ambitious revenue targets and key performance indicators.
• Cultivate enduring relationships that enable partner success, ensuring they have the tools, enablement, and support required to champion our solutions effectively.
• Create, implement, and refine partner onboarding frameworks, performance tracking methodologies, and reporting structures to ensure transparency and continuous improvement.
• Collaborate with internal stakeholders to co-develop tailored value propositions, sales playbooks, and competitive positioning for distinct market segments.
• Analyze partnership performance metrics to identify growth opportunities, mitigate risks, and optimize strategies for long-term scalability.
• Represent Drata in key industry forums and partner meetings to articulate our vision and reinforce our position as a market leader in compliance automation.
• Partner with marketing and sales leadership to develop alliance-specific campaigns, content, and tools that empower partners to win new business.

Requirements

• Bring a minimum of 5 years of proven experience managing teams within sales, business development, or account management functions.
• Demonstrate a substantial and sophisticated understanding of the Governance, Risk, and Compliance (GRC) landscape and its evolving dynamics.
• Maintain a proven history of consistently exceeding performance objectives and delivering results above and against established targets.
• Show a demonstrated ability to initiate complex projects, driving them from conception to completion while taking full ownership of outcomes and implications.
• Exhibit resourcefulness and resilience in overcoming multifaceted challenges to achieve ambitious business goals in dynamic environments.
• Possess strong strategic thinking capabilities, allowing you to translate high-level business objectives into actionable partnership plans.
• Have excellent written and verbal communication skills, enabling you to influence and negotiate with stakeholders at all organizational levels.
• Show commitment to building and sustaining long-term relationships based on trust, transparency, and mutual respect with partners and team members.

Nice to have

Preferred candidates will have prior experience in alliance management within technology or compliance-focused organizations.

Practical notes

• This role includes a competitive base salary, variable compensation, benefits, and stock options (RSUs).
• Compensation will be determined based on professional background and experience.
• The stated compensation range is subject to change.
• This position is remote-based within the United States, allowing for flexibility in work location.
• There may be occasional travel required to meet with key partners or attend industry events.
• No specific visa sponsorship information is provided at this time.
• The application process will move forward on a rolling basis, so early submission is encouraged for serious candidates.
• Applicants should be prepared to discuss their relevant experience in managing complex partnerships and driving revenue growth in regulated markets.