Commercial Account Executive

🕒 Maio 26

🗽 New York – Remoto

🗽 New York – Remote

💵 $170.000 - $210.000 / ano

⏰ Tempo Integral

🟡 Pleno

🟠 Sênior

🧑‍💼 Executivo de Contas

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Drata

SiteLinkedInTodas as Vagas

201 - 500 funcionários

Fundada em 2020

🔒 Cibersegurança

📋 Conformidade

☁️ SaaS

💰 $100.000.000 Series B em 2021-11

Cybersecurity • Compliance • SaaS

A Drata é uma plataforma de automação de segurança e conformidade que monitora e coleta continuamente evidências dos controles de segurança de uma empresa, otimizando fluxos de trabalho para garantir prontidão para auditorias. A plataforma oferece soluções para startups, empresas em crescimento e grandes corporações escalarem e aprimorarem seus programas de conformidade. Abrange uma variedade de estruturas, incluindo SOC 2, ISO 27001, HIPAA, GDPR e FedRAMP. A Drata oferece integrações com vários sistemas e promove automação e personalização na gestão de processos de conformidade, ajudando empresas a manterem a conformidade sem esforço através de automação adaptativa e integrações profundas com ecossistemas de TI existentes.

Descrição

• Own a full cycle commercial sales motion from prospecting through close, focusing 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

🎯 Requisitos

• 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 • Familiarity with sales methodologies such as MEDDPICC, MEDDICC, SPICED, or similar frameworks • A consultative selling style with strong discovery skills and the ability to uncover customer pain • 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

🏖️ Benefícios

• Up to 100% employer-paid premiums for medical, dental, and vision coverage for employees and their dependents • 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 • Paid Parental Leave policy after six months of employment • Generous annual stipends for both professional and personal development • Flexible vacation policy, paid holidays, and other perks to recharge