drata - Senior Manager, Enterprise Sales - West

• 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.