Senior Manager, Enterprise Sales

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🕒 Julho 8

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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

• Achieve and consistently exceed sales targets through exceptional team leadership and selective individual contributions • Build a culture of account-based execution excellence • Implement and maintain high-quality forecasting discipline • Drive improvements in ACVs, win rates, sales cycle efficiency, and ramp time through coaching and enablement alignment • Proactively identify, define, and drive strategic initiatives • Serve as a key partner to Marketing, Product, RevOps, Enablement, and Solutions Engineering • Influence product roadmap, messaging, and market strategy • Act as a cross-functional liaison to prioritize initiatives that impact win rates, deal velocity, and the enterprise customer decision process • Operate as a thought leader within the Enterprise program • Demonstrate executive presence in internal forums and customer conversations • Set clear expectations for account-based execution, multi-threading, deal hygiene, and enterprise sales fundamentals • Hold the team accountable to activity, impact, and results • Implement structured, data-informed performance management to elevate or exit reps based on consistent trends • Mentor AEs to become exceptional operators.

🎯 Requisitos

• 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 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 • Exceptional communication skills and the ability to lead teams through organizational change • 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.

🏖️ Benefícios

• Up to 100% employer-paid premiums for medical, dental, and vision coverage for employees and their dependents • Comprehensive wellness benefits and healthcare concierge services • 401(k) plan • Company-paid life and disability insurance • Tax-advantaged spending accounts • Paid Parental Leave policy • Access to Kindbody fertility and family-building benefits • Generous annual stipends for professional and personal development • Flexible vacation policy • Paid holidays