Our Mission & Values:
At Drata, we help companies earn and keep the trust of their users, customers, partners, and prospects. Weâre the proof layer that shows great companies deserve the trust they aim to build.
We live our values every day. Built on Trust means consistency is everything. Act with Integrity by always doing the right thing. Being Customer-Obsessed keeps the people we serve at the center of our work. Competitive Fire drives us to push ourselves harder than anyone else. Diversity brings unique perspectives that lead to better solutions. Automation First ensures we save time and money by making efficiency a priority.
Our Culture & Work Style đ
At Drata, weâre not just building software - weâre building a mindset. Everything we do springs from:
Be a Driver (OwnerâOperator Mentality): Own your work. Improve relentlessly. Deliver results.
Move at Drata Speed (Precision & Velocity): Fast decisions. Quick learning. Immediate impact.
Stay Mission-Driven (CustomerâObsessed): Challenge assumptions. Deliver value. Stay hungry.
We pair that high-velocity culture with a thoughtful hybrid model because we believe flexibility and collaboration both matter. Thatâs why in the Bay we come together in-office Tuesday through Thursday our highâimpact collaboration days where teams align, strategize, and innovate. Mondays and Fridays are flexible, giving you space for focused work, balance, and autonomy.
If you thrive when youâre empowered, energized, and working with smart, mission-driven people where youâll feel at home here.
Why Join The Drata Team?
The best way to understand the Driverâs Mindset is to see it in action. Weâre an award-winning, mission-driven team of 600+ people worldwide, united by a culture that values trust, speed, and continuous growth.
See the Speed: Watch our CEO, Adam Markowitz, discuss the hyper-growth journey, from $0 to $100M ARR in just four years
Hear the Voice of the Team: Explore our "Life at Drata" page for employee testimonials on our collaborative and the growth opportunities available.
Experience the Impact: See why we are consistently recognized on Fortune's Best Workplaces lists.
Connect with Us on Socials: LinkedIn - follow us for company updates, employee stories, and career news.
Job Summary:
We are looking for a Director of Customer Marketing, Expansion & Lifecycle to own and scale our postâsale growth engine at Drata. This role is customerâfirst at its core, building worldâclass lifecycle programs that help customers achieve exceptional outcomes with Drata while driving expansion (upsell, crossâsell, and multiâproduct adoption) and Net Revenue Retention (NRR). The role sits within Revenue Marketing and partners closely with Sales leadership, Revenue Operations, Customer Success, and Product to meet and exceed annual expansion targets.
What you'll do:
Strategy and leadership
Own the endâtoâend customer marketing strategy for expansion and lifecycle, ensuring programs start from customer value and map directly to NRR, expansion, and renewal goals.
Build and maintain a roadmap of expansionâled programs (upsell, crossâsell, seat and product growth) supported by bestâinâclass lifecycle journeys that guide customers from onboarding to longâterm success with Drata.
Partner with Sales leadership and Revenue Operations to define shared expansion KPIs, segmentation, measurement, and reporting frameworks that clearly connect programs to revenue targets.
Collaborate with Customer Success and Product to design integrated, customerâfirst plays that align field execution, product roadmap, and marketing programs.
Champion an AIâfirst mindset in customer marketing, using AI for segmentation, content creation, experiment design, targeting, and workflow automation to increase speed, quality, and scale.
Act as a playerâcoach: personally architect campaigns, build journeys, write briefs, review copy, and dive into tools and data, while leading and developing a small team.
Expansion, crossâsell, and renewals
Design and execute expansion campaigns across segments, products, and use cases, grounded in customer needs, maturity, and outcomes.
Build scalable programs that surface and activate expansion opportunities (health and usage signals, intent data, productâqualified expansion leads) and ensure they are effectively routed to Sales and CS.
Develop renewal and expansion nurture motions that continuously reinforce value, highlight new ways customers can be successful with Drata, and proactively address churn risks.
Create and maintain practical playbooks, sequences, and assets so Sales and CS can run coordinated, consultative expansion outreach synchronized with marketing programs.
Lifecycle, adoption, and engagement
Design and optimize worldâclass lifecycle journeys that make it easy for customers to onboard, activate, and grow with Drata, tailored by persona, segment, and product.
Build inâapp and outâofâapp lifecycle touchpoints (email sequences, inâapp guides, webinars, office hours, education paths) that accelerate timeâtoâvalue and deepen product mastery.
Partner with Customer Success, Product, and Revenue Operations to identify adoption gaps and friction points, then create targeted programs that close these gaps and naturally unlock expansion opportunities.
Use AI to enhance lifecycle programs (dynamic content, predictive nudges, intelligent timing, automated A/B test generation and analysis) while maintaining a high bar for brand, quality, and accuracy.
Customer programs, insights, and operations
Collaborate with Customer Advocacy / Programs to incorporate champions, peer stories, reviews, and references into lifecycle and expansion initiatives.
Own customer communication cadences (product updates, newsletters, campaigns, webinars) that educate customers on new capabilities, best practices, and expansion paths.
Work closely with Revenue Operations to build and maintain dashboards, perform cohort and segment analysis, and measure the impact of customer programs on NRR, expansion revenue, adoption, and customer health.
Run a culture of experimentation, using AI where helpful to generate hypotheses, variations, and analysis, to continuously improve both customer experience and revenue performance.
What you'll bring:
7â10+ years of B2B SaaS marketing experience, with at least 3+ years focused on customer, lifecycle, or postâsale growth marketing and direct ownership of expansion outcomes.
Proven track record of building customerâfirst programs that improved NRR, expansion revenue, adoption, and renewal rates.
Strong experience designing multiâtouch journeys and campaigns across email, inâapp, digital, and events using a modern GTM stack integrated with CRM and revenue operations tooling.
Deep understanding of B2B SaaS customer journeys and how to align Marketing, Sales, Customer Success, and RevOps around customer value and expansion.
Highly analytical and experimentâdriven, with the ability to translate data and signals into actionable programs, prioritization, and clear narratives for executives.
Demonstrated experience leveraging AI in marketing workflows (e.g., content and variant generation, advanced segmentation, predictive targeting, experimentation, and workflow automation).
Drata
https://drata.com