drata - Commercial Account Executive - California/Nevada

United States$165k - $253k+ Equity3w ago

Remote Mid NA Software Account Executive B2B Coaching Close Prospecting SPSS

Requirements

• 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. • Explore how we invest in your Life at Drata https://drata.com/about/life-at-drata?utm_source=chatgpt.com.

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

Benefits

• At Drata, you're not maintaining legacy compliance software - you're building the agentic AI platform defining what trust looks like for the next generation of companies. Here's what makes the work itself worth showing up for: • Problems without a playbook: You'll work at the edge of AI and security, building agentic governance, continuous compliance, and real-time trust verification to solve problems that don't have an established answer yet. You're writing it as you go. • Real ownership, not just process: Our values center on owning outcomes and raising the bar, not checking boxes. You're expected to have opinions and back them. • A seat at the table: Your perspective is unique and valued. Open debate and diverse viewpoints are built into how decisions actually get made here, at every level. • Growth at rocketship speed: Drata is scaling fast, which means scope grows fast too. High performers get more ownership, visibility, and experience. • A crew, not just coworkers: Dratanauts consistently describe a "come as you are" culture with sharp, curious people—the kind of team that makes hard problems genuinely fun to solve. See what they say here https://drata.com/about/careers/life and follow us on LinkedIn https://www.linkedin.com/company/drata/posts/?feedView=all for company news, employee stories, and career updates.