Note: The job is a remote job and is open to candidates in USA. Drata is a company dedicated to helping organizations build and maintain trust with their stakeholders. They are seeking a high-performing Commercial Account Executive who will take ownership of the sales pipeline, focusing on new customer acquisition and exceeding revenue targets through consultative selling. The ideal candidate will have experience in full cycle B2B SaaS sales and a proven track record of success in a fast-paced environment.
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
Drata is a Trust Management Platform that automates compliance workflows, streamlines risk management, and continuous security assurance It was founded in 2020, and is headquartered in San Diego, California, USA, with a workforce of 501-1000 employees. Its website is https://drata.com.