Director of Customer Marketing, Expansion & Lifecycle

Drata•San Francisco, CA

5d•Hybrid

About The Position

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.

Requirements

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.

Responsibilities

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.
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.
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.
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.

Benefits

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.

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