Note: The job is a remote job and is open to candidates in USA. Drata is a mission-driven company focused on helping organizations earn and maintain trust with their customers. They are seeking a high-performing Commercial Account Executive who will manage the full sales cycle, generate new business, and build relationships with senior stakeholders.
Responsibilities
- Own a full cycle commercial sales motion from prospecting through close, with a focus on landing new customers and exceeding revenue targets
- Generate and manage pipeline through outbound prospecting, referrals, partnerships, and territory development
- Identify and prioritize prospects aligned to Drata’s ICP
- Lead consultative discovery with senior stakeholders to uncover business pain, validate urgency, and align Drata’s value to customer needs
- Build and execute thoughtful account and territory strategies to drive pipeline creation and revenue growth
- Run a disciplined sales process, including qualification, multithreading, mutual action planning, and accurate forecasting
- Deliver compelling, tailored presentations that connect customer priorities to business value
- Partner effectively across internal teams to move deals forward and improve the customer buying experience
- Share market feedback and customer insights that help strengthen messaging, process, and product direction
Skills
- 3+ years of experience in a customer facing B2B SaaS sales role, including at least 2 years as a quota carrying new business closer
- Clear evidence of quota overattainment, pipeline generation, or top performer recognition in prior roles
- Strong hunter mentality with a passion for creating opportunities, not just managing inbound demand
- Experience succeeding in a startup, growth stage, or build mode environment where ownership and adaptability are essential
- Experience confidently demoing software to a variety of stakeholders, with the ability to tailor presentations to customer needs, articulate business value and outcomes, and effectively progress opportunities through the sales cycle
- Familiarity with sales methodologies such as MEDDPICC, MEDDICC, SPICED, or similar frameworks
- Experience building pipeline through partnerships, local market development, or self sourced outbound strategies
- A consultative selling style with strong discovery skills and the ability to uncover customer pain, navigate buying committees, and engage executive stakeholders
- A structured approach to sales execution, including comfort with qualification frameworks, forecasting rigor, and deal planning
- Strong communication and presentation skills, with the ability to tailor messaging to different audiences and build credibility quickly
- High personal accountability, strong preparation habits, and a coachable mindset
- Resourcefulness, resilience, and a bias toward action in ambiguous environments
- Strong judgment, integrity, and customer focus
- Experience selling into security, compliance, risk, or adjacent technical buyers
Benefits
- 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.
- 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.
- 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.
- 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.
- 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.
- Drata offers a flexible vacation policy, paid holidays, and other perks to recharge.
Company Overview