Business Development Lead, AWS

Drata
San Francisco
Workplace: HybridFull timeFunction: Business Development & PartnershipsExperience: 3+ yearsSkills: ["Communication","Leadership","Influencing","Stakeholder management","Strategic thinking"]

Strategic, senior IC leading CSP partnerships with AWS to drive co-sell, co-market, and marketplace initiatives. Own CSP strategy, executive relationships, and pipeline generation across the cloud ecosystem. Partner with Sales, Marketing, Product, and RevOps to enable field teams and translate partnerships into measurable ARR, balancing strategy with hands-on execution.

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Drata
Drata
3 months ago

Business Development Lead, AWS

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Last checked: 9 hours agoStatus: Live

Job Summary

Strategic, senior IC leading CSP partnerships with AWS to drive co-sell, co-market, and marketplace initiatives. Own CSP strategy, executive relationships, and pipeline generation across the cloud ecosystem. Partner with Sales, Marketing, Product, and RevOps to enable field teams and translate partnerships into measurable ARR, balancing strategy with hands-on execution.
Location: San Francisco
Workplace: Hybrid
Employment Type: Full time
Job Function: Business Development & Partnerships
Seniority: Sr. Manager level

Key Responsibilities

  • •Own and drive CSP partnership strategy across AWS, defining priorities, go-to-market plays, and success metrics aligned to revenue goals.
  • •Serve as the senior point of contact for CSP partner organizations, cultivating executive-level relationships with Partner Development Managers, Field Sales leaders, Marketplace teams, and Industry/Segment leads.
  • •Lead 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 Marketplace strategy across AWS, optimizing listings, private offers, CPPO/PPO structures, and procurement paths to drive Marketplace-sourced ARR.
  • •Drive senior-level pipeline generation by building strategic joint target accounts and designing scalable co-sell motions that produce partner-sourced and partner-influenced revenue.

Pay and Benefits

Equity and Bonus:Equity
Perks:Health InsuranceVision401kRsusParental LeaveLife InsuranceDisabilityPaid Leave

Key Requirements

  • •3+ years of experience in partnerships, business development, or cloud alliances, with a significant portion focused on CSP ecosystems (AWS, GCP, or Azure) either within a CSP or as a strategic ISV partner.
Experience:3+ yearsCloud computingSaaSSecurityCompliance
Skills:CommunicationLeadershipInfluencingStakeholder managementStrategic thinking
Languages:English
Tech Stack:AWSGCPAzure

Company Brief

Drata
Provides a continuous security and compliance automation platform to help companies achieve and maintain frameworks such as SOC 2, ISO 27001, HIPAA, and GDPR through automated evidence collection and monitoring. ([drata.com](https://drata.com/blog/fy25-momentum?utm_source=openai))
Industry: RegTech
Company Size: Large (251 to 1,000 employees)
Revenue: USD 100M to 250M
Growth: Scaleup
Valuation: Unicorn (USD 1B+)
Funding: Series C
Headquarters: San Diego, United States
Founded: 2020
Glassdoor
Glassdoor: 3.3
WebsiteLinkedInGlassdoor