Drata - Commercial Account Executive

• 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 • How we support you:At Drata, our people are our strongest advantage—and we prove it with support that exceeds industry standards. Our total rewards package is designed to power your well-being, accelerate your growth, and keep your work-life balance thriving. • How we support you: • Explore how we invest in your Life at Drata. • 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. • Health & Wellness: • 100% employer-paid premiums • 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. • Financial Well-being: • 401(k) plan • life and disability insurance • tax-advantaged spending accounts • discounted voluntary offerings • 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. • Family Support: • Kindbody fertility and family-building benefits • 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. • Growth & Development: • 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. • Time Off & Flexibility: • This role will receive a competitive base salary, variable compensation, benefits, and/or stock, typically in the form of Restricted Stock Units (RSUs). The expected OTE range for this role is $170,000 - $210,000, subject to change. • A variety of factors are considered when determining someone’s leveling and compensation–including a candidate’s professional background and experience. This range may be modified in the future and final offer amounts may vary from the amounts listed above.