Senior Partner Development Manager AWS

At Drata, we’re not just building software - we’re building a mindset. Everything we do springs from:

We are looking for an AWS Partner Development Manager to join the Drata team. This role will focus on expanding and deepening Drata’s relationship with Amazon Web Services (AWS), teams and sellers, including AWS field teams, programs, and the AWS Marketplace. You will drive targeted prospecting and engagement across the AWS ecosystem to identify joint opportunities, activate co‑sell motions, and build a high-quality partner-sourced and influenced pipeline.

You will often be the first Drata point of contact for AWS stakeholders and mutual customers, with the objective of creating and progressing qualified opportunities. This is an exciting opportunity to build lifetime relationships and shape Drata’s AWS partnership strategy, be a core member of an inclusive team, and experience tremendous career growth.

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• 3+ years of experience in partnerships, business development, or sales roles working with or within AWS or AWS partners (ISVs, consultancies, MSPs, or GRC/security vendors).

• Demonstrated success building and managing relationships with cloud providers, ideally AWS, resulting in measurable pipeline and revenue impact.

• Familiarity with AWS programs and motions (e.g., co‑sell, ACE/Marketplace CPPO/PPO, APN programs, industry or regional initiatives).

• Strong understanding of B2B SaaS, ideally in security, compliance, DevOps, or cloud infrastructure.

• An ability to thrive in a fast-paced, entrepreneurial environment with a proven track record of meeting or exceeding goals.

• A background of quickly learning new concepts, technologies, and personas and integrating that knowledge into day‑to‑day execution.

• Self-starter who brings ideas to life, takes ownership from strategy through execution, and takes pride in results.

• Resourceful and solutions-oriented, finding ways to get things done regardless of obstacles.

• Organized and detail‑oriented with the ability to manage multiple accounts, campaigns, and initiatives simultaneously.

• Excellent written and verbal communication skills, comfortable with executive-level conversations across internal and external stakeholders.

How we support you:
At Drata, our people are our strongest advantage—and we prove it with support that exceeds industry standards. Our total rewards package is designed to power your well-being, accelerate your growth, and keep your work-life balance thriving.

Explore how we invest in your Life at Drata.

• Shared Success: We provide stock equity to ensure that as the company grows, you share directly in that success. Equity gives every employee a sense of ownership and the opportunity to celebrate our wins together—because your contributions don’t just support our progress; they help drive our collective success.

• Health & Wellness: Up to 100% employer-paid premiums for medical, dental, and vision coverage for employees and their dependents, along with comprehensive wellness benefits and healthcare concierge services designed to support your needs beyond traditional insurance.

• Financial Well-being: A comprehensive suite of financial benefits, including a 401(k) plan, company-paid life and disability insurance, tax-advantaged spending accounts, and a range of discounted voluntary offerings to help you customize and strengthen your overall financial position.

• Family Support: We want to support you in life's most important moments, so we offer a paid Parental Leave policy, after six months of employment. Employees also receive access to Kindbody fertility and family-building benefits and dedicated leave specialists who help guide you through the entire process.

• Growth & Development: Generous annual stipends for both professional and personal development, empowering you to invest in your continued growth. You’ll also have access to a wide range of internal learning opportunities, ensuring you can build new skills, deepen your expertise, and advance your career with confidence.

• Time Off & Flexibility: We believe that to do your best work, you should get the time you need for rest, rejuvenation and recovery. Drata offers a flexible vacation policy, paid holidays, and other perks to recharge.

This role will receive a competitive base salary, variable compensation, benefits, and stock, typically in the form of Restricted Stock Units (RSUs). The applicable range of On-Target Earnings (OTE) 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 OTE ranges for this role are set forth below, subject to change.

Tier 1: $155,500 - $192,000
Tier 2: $139,900 - $172,800
Tier 3: $124,400 - $153,600

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.