[Hiring] Senior SI and Audit Firm Alliances Manager @Drata

Role Description

We are looking for a Senior SI and Audit Firm Alliances Manager to own and scale Drata's most strategic partner relationships across two connected ecosystems — systems integrators (SIs) and enterprise-focused audit firms — with the goal of embedding Drata into their advisory, implementation, and audit practices.

The ideal candidate will be knowledgeable and comfortable in the audit and GRC space and will have the ability to successfully manage these relationships for the purposes of partner-sourced revenue generation, co-sell execution, and delivering exceptional audit and advisory outcomes. This role will be cross-functional, working closely with Sales, Customer Success, Product, and Marketing.

What you'll do:

• Own and grow relationships with Drata's top-tier, enterprise-focused audit firm partners; develop joint business plans and serve as the senior escalation point for complex audits and strategic partner initiatives.
• Own and grow Drata's network of systems integrator partners, embedding Drata into their advisory and implementation practices and driving new partner-sourced revenue streams.
• Drive partner-sourced and co-sell revenue by aligning Drata's enterprise sales teams with both audit firm and SI partners, identifying and advancing opportunities from introduction through close.
• Build and scale repeatable co-selling motions — partner enablement, deal registration, pipeline tracking, and forecasting — across both the audit and SI motions.
• Represent Drata as a product advocate across both ecosystems, educating partners on which Drata products best fit their clients' needs.
• Ensure consistently high-quality audit experiences, partnering with Customer Success to monitor and improve audit-related CSAT and address friction points.
• Enable audit firms and SI partners on Drata's roadmap and best practices, and serve as their internal advocate across Product, Engineering, and Go-To-Market teams.
• Implement onboarding programs for new partners, measure their effectiveness, and report on performance to inform future alliance investment.
• Work closely with Sales, Marketing, Product, and Customer Success to keep alliance strategy aligned with company objectives, supporting strategic deals via partner-led pitches and executive briefings.
• Contribute to the evolution of Drata's broader partnership and ecosystem strategy, including the SI/advisory motion, as the program scales.

Qualifications

• 6+ years of experience in strategic partnerships, alliances, business development, or audit-led go-to-market roles within B2B SaaS or large professional services organizations.
• Direct sales, quota-carrying, or business development experience with a demonstrated track record of consistently meeting or exceeding revenue targets.
• Significant understanding of the GRC landscape and familiarity with audit, compliance, risk, or security frameworks (SOC 2, ISO 27001, SOX, etc.).
• Demonstrated ability to influence revenue outcomes through partner relationships, referrals, or co-selling motions.
• Experience managing senior stakeholders, including partners, principals, and enterprise decision-makers.
• Background at a Big 4 or large national audit firm, or in a strategic role at a global systems integrator — ideally having transitioned (or excited to transition) into a commercial, co-sell-oriented position.
• Experience working alongside enterprise SaaS sales teams and navigating complex, multi-stakeholder deal cycles.
• Strategic thinker who is highly collaborative, a strong communicator, and comfortable influencing without authority across teams.
• Self-starter and resourceful, energized by carrying a number, and comfortable operating in ambiguity to help define best practices for a growing, dual-ecosystem alliance function.

Benefits

• Shared Success: We provide stock equity to ensure that as the company grows, you share directly in that 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.
• 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.
• Family Support: Paid Parental Leave policy after six months of employment, access to Kindbody fertility and family-building benefits, and dedicated leave specialists.
• Growth & Development: Generous annual stipends for both professional and personal development, along with access to a wide range of internal learning opportunities.
• Time Off & Flexibility: Flexible vacation policy, paid holidays, and other perks to recharge.