drata - Director, Enterprise Sales - East
Requirements
• 5+ years leading quota-carrying enterprise/strategic sales teams, ideally in a high-growth B2B SaaS environment. • 10+ years in quota-carrying sales roles, with a track record of consistently exceeding targets in complex, multi-stakeholder enterprise deals. • Demonstrated success building and scaling enterprise sales motions — including account planning, territory design, and multi-threaded engagement strategies with large organizations. • Experience coaching reps on navigating long, complex sales cycles: multi-stakeholder buying committees, procurement, legal, and executive-level negotiations. • Strong analytical and strategic skill set, with experience in forecasting accuracy, account segmentation, and identifying levers to improve win rates and deal velocity at the enterprise level. • Proven ability to influence cross-functional partners (Marketing, Customer Success, Solutions Engineering, Legal) and drive alignment on enterprise go-to-market strategy. • High executive presence with the ability to engage and build trust with C-suite and senior buyer personas, both directly and in support of the team. • Exceptional communication skills and the ability to lead teams through organizational change, market shifts, or evolving go-to-market strategy. • A track record of strong performance management, mentorship, and developing sellers capable of running strategic, high-value deal cycles. • Ability to operate independently, think strategically about account and territory strategy, and contribute to broader go-to-market planning as the business scales. • 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
• DRIVE HIGH-PERFORMANCE SALES EXECUTION • Achieve and consistently exceed sales targets through exceptional team leadership and selective individual contributions. • Build a culture of account-based execution excellence, ensuring multi-threading rigor, clear activity expectations, and consistent accountability across the team. • Implement and maintain high-quality forecasting discipline, ensuring predictability and transparency into pipeline health and revenue expectations. • Drive improvements in ACVs, win rates, sales cycle efficiency, and ramp time through coaching, enablement alignment, and process discipline. • OWN STRATEGIC INITIATIVES ACROSS THE BUSINESS • Proactively identify, define, and drive strategic initiatives that improve productivity, sales execution, segment performance, or how the org scales. • Serve as a key partner to Marketing, Product, RevOps, Enablement, and Solutions Engineering, ensuring tight alignment on GTM motions and surfacing customer and market insights. • Influence product roadmap, messaging, and market strategy by contributing meaningful, pattern-based feedback from the field. • Act as a cross-functional liaison to prioritize initiatives that impact win rates, deal velocity, and the enterprise customer decision process. • LEAD WITH A SENIOR-LEVEL MINDSET • Operate as a thought leader within the Enterprise program, shaping how the segment scales and proactively identifying risks and opportunities before they surface. • Step up—without being asked—to solve ambiguous problems, bring clarity to the team, and deliver high-impact work that moves the business forward. • Demonstrate executive presence in internal forums, customer and prospect conversations, and leadership discussions—representing the Enterprise segment credibly at the highest levels. • Bring forward actionable market and account-level observations, and recommend clear next steps that help the business scale responsibly and efficiently. • COACH, DEVELOP, AND PERFORMANCE MANAGE • Set clear expectations for account-based execution, multi-threading, deal hygiene, and enterprise sales fundamentals. • Hold the team accountable to activity, impact, and results, driving a culture of ownership and continuous improvement. • Implement structured, data-informed performance management to elevate or exit reps based on consistent trends, not lagging indicators. • Mentor AEs to become exceptional operators—improving qualification rigor, account and territory planning, and executive engagement strategy.
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.
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