📌 Core Information
🔹 Job Title: Senior Field & Channel Marketing Manager, US East (Remote)
🔹 Company: Drata
🔹 Location: United States (Remote)
🔹 Job Type: Full-Time
🔹 Category: Marketing
🔹 Date Posted: June 2, 2025
🔹 Experience Level: 5-10 years
🔹 Remote Status: Remote (US East)
🚀 Job Overview
Key aspects of this role include:
- Owning regional pipeline targets and driving growth
- Developing and executing regional marketing plans
- Building and delivering targeted programs, including field events and ABM plays
- Collaborating with sales, partner teams, and other departments to drive pipeline
ASSUMPTION: This role requires a strategic mindset and strong execution skills, with a focus on driving pipeline growth in the US East region.
📋 Key Responsibilities
✅ Own the pipeline target for your region in partnership with sales leadership
✅ Build and execute a regional marketing plan that aligns to regional account priorities and revenue goals
✅ Develop and deliver targeted programs including field events, executive dinners, workshops, ABM programs, and conferences
✅ Partner with Sales and SDRs to drive pre and post follow-up strategies that convert interest into pipeline
✅ Track and report on regional performance, including pipeline sourced, influenced, progression metrics, and return on spend
✅ Collaborate with Partner Marketing and Alliances to execute co-branded programs, joint events, and partner-led demand efforts that support the region
✅ Act as the marketing point of contact for the regional sales team—providing strategic guidance and tactical support
ASSUMPTION: This role requires a high degree of collaboration and cross-functional teamwork to achieve regional pipeline targets.
🎯 Required Qualifications
Education: Bachelor's degree in Marketing, Business, or a related field
Experience: 7+ years in B2B marketing, with at least 5+ years in field, demand generation, or regional marketing roles
Required Skills:
- Proven success in owning pipeline goals and building programs that support enterprise sales cycles
- Strong grasp of ABM, field events, content strategy, and cross-functional campaign development
- Experience in or exposure to security, compliance, or B2B SaaS industries where buyer trust and education are critical
- Highly collaborative, data-driven, and execution-oriented
- Willingness to travel across assigned region (25-30%)
Preferred Skills:
- Experience supporting or working with partner/channel marketing teams
- Familiarity with Salesforce, Hubspot, Goldcast, and ABM platforms
- A strong POV on what quality pipeline looks like and how to drive it
ASSUMPTION: Candidates with a strong background in B2B marketing and a proven track record of driving pipeline growth in a regional role are ideal for this position.
💰 Compensation & Benefits
Salary Range: $136,200 - $210,300 USD (based on tiered structure)
Benefits:
- Healthcare: 90-100% paid premiums for medical, dental, and vision plans for employee and dependents + on demand health care concierge
- HSA, FSA, & DCFSA: Pre-tax savings plans for healthcare and dependent care, with up to a $600 annual employer contribution to the HSA plan (if enrolled in HSA medical plan)
- 100% paid short and long term disability plus life + AD&D benefits
- Learning & Development: $500 annually towards professional development opportunities + $250 annually towards personal development opportunities
- Flexible Time Off: Flexible vacation policy for strong, fully charged batteries
- 16 Weeks Paid Parental Leave: An inclusive policy to ensure you have time with your newborn, newly adopted, or foster child (available after six months of employment)
- Work Remotely: Flexible hours and work from home + $1,000 annually to cover necessary business related items for your home office
- 401K: Reach your financial goals while reducing your taxes
ASSUMPTION: The salary range is based on the company's tiered structure and may vary depending on the candidate's professional background and experience.
📌 Applicant Insights
🔍 Company Context
Industry: Software Development, specifically focusing on trust management and compliance automation
Company Size: 501-1,000 employees (as of 2025)
Founded: 2020
Company Description:
- Drata is a trust management platform that uses AI-driven automation to modernize governance, risk, and compliance
- Helps thousands of businesses develop a more secure, proactive, and risk-aware organization to continuously maintain trust with customers
- Backed by prominent investors such as ICONIQ Growth, Alkeon, Salesforce Ventures, and others
Company Specialties:
- Compliance
- Cybersecurity
- Automation
- SOC 2, ISO 27001, HIPAA, GDPR, and PCI DSS
Company Website: drata.com
ASSUMPTION: Drata is a growing company with a strong focus on innovation and automation in the compliance and security space.
📊 Role Analysis
Career Level: Senior-level marketing role with regional focus and significant impact on pipeline growth
Reporting Structure: This role reports directly to the VP of Marketing and collaborates closely with regional sales leadership and partner teams
Work Arrangement: Remote, with a focus on the US East region and up to 30% travel
Growth Opportunities:
- Potential to expand the role's scope and impact as the company grows
- Opportunities to work on strategic initiatives and influence the company's marketing strategy
- Possibility to mentor junior team members and contribute to the team's development
ASSUMPTION: This role offers significant growth potential as Drata continues to expand its customer base and market presence.
🌍 Location & Work Environment
Office Type: Remote, with a focus on the US East region
Office Location(s): United States (remote)
Geographic Context:
- The US East region includes states such as New York, Pennsylvania, and Florida
- This role requires a strong understanding of the regional market and customer needs
- The remote work environment allows for flexibility and work-life balance
Work Schedule: Flexible hours, with a focus on results and performance
ASSUMPTION: The remote work environment requires strong self-motivation, time management, and communication skills.
💼 Interview & Application Insights
Typical Process:
- Phone or video screen with the hiring manager
- In-depth interview with the VP of Marketing and other team members
- Final interview with the CEO or another executive team member
Key Assessment Areas:
- Pipeline management and growth strategies
- Regional marketing planning and execution
- Cross-functional teamwork and collaboration
- Data-driven decision making and analytics
Application Tips:
- Highlight your proven track record of driving pipeline growth in regional roles
- Tailor your resume and cover letter to emphasize your relevant skills and experiences
- Prepare examples of successful regional marketing campaigns and their impact on pipeline growth
ATS Keywords: Regional pipeline, field marketing, ABM, demand generation, enterprise sales cycles, security, compliance, B2B SaaS
ASSUMPTION: The interview process will focus on assessing the candidate's strategic thinking, execution skills, and cultural fit within the Drata team.
🛠️ Tools & Technologies
- Salesforce
- Hubspot
- Goldcast
- ABM platforms (e.g., Engagio, Demandbase, 6sense)
ASSUMPTION: Familiarity with these tools and technologies is preferred but not required, as training will be provided.
👔 Cultural Fit Considerations
Company Values:
- Customer-centric
- Innovative
- Collaborative
- Data-driven
Work Style:
- Results-oriented
- Strategic and analytical
- Strong communicator and collaborator
- Adaptable and resilient
Self-Assessment Questions:
- How have you driven pipeline growth in a regional role, and what were the results?
- Can you describe a time when you had to adapt to a significant change in your work environment or priorities?
- How do you approach cross-functional teamwork and collaboration to achieve shared goals?
ASSUMPTION: Drata values candidates who align with their customer-centric, innovative, and collaborative culture and can thrive in a dynamic, fast-paced environment.
⚠️ Potential Challenges
- Managing multiple priorities and stakeholders in a remote work environment
- Adapting to the unique needs and preferences of regional customers
- Balancing strategic planning with day-to-day tactical execution
- Keeping up with the latest trends and best practices in regional marketing and ABM
ASSUMPTION: These challenges can be overcome with strong organizational skills, adaptability, and a commitment to continuous learning and improvement.
📈 Similar Roles Comparison
- This role differs from other regional marketing roles in its focus on pipeline growth and collaboration with sales teams
- Drata's focus on trust management and compliance automation sets it apart from other software development companies
- Career progression may involve moving into a more strategic or leadership role within the marketing organization
ASSUMPTION: This role offers unique opportunities and challenges compared to similar roles in the industry.
📝 Sample Projects
- Developing and executing a regional marketing plan that drives a 20% increase in pipeline within the first six months
- Collaborating with sales and partner teams to deliver a joint event that generates 50+ qualified leads and accelerates the sales cycle
- Implementing an ABM program that improves conversion rates by 15% and reduces the cost per acquisition by 10%
ASSUMPTION: These sample projects illustrate the strategic and tactical aspects of the role and the impact it can have on pipeline growth and sales performance.
❓ Key Questions to Ask During Interview
- How does Drata support the growth and development of its marketing team members?
- Can you describe the company's approach to regional marketing and how this role fits into that strategy?
- How does Drata measure and track the success of its regional marketing programs?
- What are the biggest challenges facing the regional sales teams, and how can this role help address them?
- How does Drata foster a collaborative and inclusive work environment, particularly in a remote setting?
ASSUMPTION: These questions will help candidates better understand the role, the team, and the company culture, and how they can contribute to Drata's success.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through this link
- Tailor your resume and cover letter to highlight your relevant skills and experiences in regional marketing and pipeline growth
- Prepare examples of successful regional marketing campaigns and their impact on pipeline growth
- Follow up with the hiring manager one week after submitting your application to express your interest and reiterate your qualifications
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
