[Hiring] Commercial Account Executive @Drata

Role Description

We’re looking for a high performing Commercial Account Executive with a strong track record of quota attainment, new business generation, and consultative selling. This person thrives in a fast moving environment, takes ownership of their pipeline, and knows how to build trust with senior buyers through strong discovery, structured execution, and clear communication.

The strongest candidates will bring experience in full cycle B2B SaaS sales, a history of self generating pipeline, and the ability to operate with both urgency and discipline in an entrepreneurial environment.

What you’ll do:

• 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.

Qualifications

• 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.
• Nice to have - Experience selling into security, compliance, risk, or adjacent technical buyers.

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.
• Financial Well-being: A comprehensive suite of financial benefits, including a 401(k) plan, company-paid life and disability insurance, and tax-advantaged spending accounts.
• Family Support: Paid Parental Leave policy after six months of employment, access to Kindbody fertility and family-building benefits.
• Growth & Development: Generous annual stipends for both professional and personal development.
• Time Off & Flexibility: Flexible vacation policy, paid holidays, and other perks to recharge.