Job Specifications
Our Mission & Values
At Drata, we help companies earn and keep the trust of their users, customers, partners, and prospects. We’re 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
At Drata, we’re not just building software - we’re building a mindset. Everything we do springs from:
Be a Driver (Owner‑Operator Mentality): Own your work. Improve relentlessly. Deliver results.
Move at Drata Speed (Precision & Velocity): Fast decisions. Quick learning. Immediate impact.
Stay Mission-Driven (Customer‑Obsessed): 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.
If you thrive when you’re empowered, energized, and working with smart, mission-driven people where you’ll feel at home here.
Why Join The Drata Team?
The best way to understand the Driver’s Mindset is to see it in action. We’re 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
Ready to lead a high-stakes, high-impact function? We're seeking a motivated, customer-obsessed Manager to spearhead the new post-sales Renewals motion in EMEA. whilst continuing to support Account Managers working in the Emerging markets for both renewals and expansion.
In this critical Player/Manager role, you will be the ultimate owner of our renewal success. You'll take personal responsibility for closing renewals with our largest, most strategic customers while simultaneously leading the Account Management team. Your team will be focused on maximizing gross retention across the entire customer base and driving support for expansion opportunities in emerging markets, all key to growing our existing customer footprint and executing our strategic vision.
This is a chance to define the future: you will be expected to build and implement new, cross-functional processes detailing how Account Managers, Account Executives, and Customer Success Managers collaborate to retain and grow our customers. Success requires daily partnership with all our GTM functions and executive leadership, as well as influencing customer marketing and product prioritization. Your significant contributions and dedication to sharing best practices will be essential to the success of the entire Drata sales organization.
What You'll Do
I. Leadership & Team Management
Lead and Coach the Team: Hire, train, and manage a high-performing Account Management team, establishing best practices, playbooks, and processes to effectively scale the renewal motion and ensure consistent execution of the team's goals.
Drive Strategy & Visibility: Provide executive management with complete visibility to renewal and customer expansion pipeline, forecasting, and risk, soliciting executive involvement as required.
Process Ownership: Continuously contribute to and refine process improvements and playbooks that streamline cross-functional collaboration (Account Management, Sales, CSMs) to improve renewal predictability and efficiency.
II. Retention & Relationship Ownership
Marquee Account Ownership: Serve in a Player/Manager capacity by personally owning the commercial relationship and end-to-end renewal process for a portfolio of marquee/largest customers, ensuring timely and accurate contract execution.
Executive Partnership: Develop and maintain strong, multi-threaded Executive Buyer (EB) relationships across the C-Suite, acting as a trusted advisor and strategic partner to strengthen retention and minimize churn risk.
Negotiation & Value Delivery: Develop and execute win/win negotiation strategies for contract renewals that maximize contract value while protecting and enhancing the customer relationship. Create and deliver a strong value narrative helping customers understand the ROI they receive from the product.
III. Risk Mitigation & Growth
Risk Management: Proactively identify potential risks in renewal accounts, clearly communicate that risk inter
About the Company
Replace manual GRC efforts, reduce costs, and save time preparing for audits and maintaining compliance. Drata is the trust management platform with the mission of serving as the trust layer between great companies. We help thousands of companies streamline compliance for SOC 2, ISO 27001, HIPAA, GDPR, your own custom frameworks, and many more through continuous, automated control monitoring and evidence collection. Drata is backed by ICONIQ Growth, Alkeon, Salesforce Ventures, Notable Capital, Okta Ventures, SVCI (Silicon V...
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