Director of Customer Marketing, Expansion & Lifecycle

Описание вакансии

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. That’s why in the Bay we come together in-office Tuesday through Thursday our high‑impact 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 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:

We are looking for a Director of Customer Marketing, Expansion & Lifecycle to own and scale our post‑sale growth engine at Drata. This role is customer‑first at its core, building world‑class lifecycle programs that help customers achieve exceptional outcomes with Drata while driving expansion (upsell, cross‑sell, and multi‑product 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 end‑to‑end 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 expansion‑led programs (upsell, cross‑sell, seat and product growth) supported by best‑in‑class lifecycle journeys that guide customers from onboarding to long‑term 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, customer‑first plays that align field execution, product roadmap, and marketing programs.
• Champion an AI‑first 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 player‑coach: personally architect campaigns, build journeys, write briefs, review copy, and dive into tools and data, while leading and developing a small team.

Expansion, cross‑sell, 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, product‑qualified 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 world‑class lifecycle journeys that make it easy for customers to onboard, activate, and grow with Drata, tailored by persona, segment, and product.
• Build in‑app and out‑of‑app lifecycle touchpoints (email sequences, in‑app guides, webinars, office hours, education paths) that accelerate time‑to‑value 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:

• 7–10+ years of B2B SaaS marketing experience, with at least 3+ years focused on customer, lifecycle, or post‑sale growth marketing and direct ownership of expansion outcomes.
• Proven track record of building customer‑first programs that improved NRR, expansion revenue, adoption, and renewal rates.
• Strong experience designing multi‑touch journeys and campaigns across email, in‑app, 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 experiment‑driven, 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).
• Experience leading and developing a small team and building scalable, repeatable processes.

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, benefits, and stock, typically in the form of Restricted Stock Units (RSUs). The applicable salary range for this role is: $203,400 - $251,300.

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.