Commercial Account Executive

🕒 vor 9 Tagen

🗽 New York – Remote

🗽 New York – Remote

💵 $170.000 - $210.000 / Jahr

⏰ Vollzeit

🟡 Mittelstufe

🟠 Senior

🧑‍💼 Vertriebsmitarbeiter

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Drata

WebsiteLinkedInAlle Stellen

201 - 500 Mitarbeiter

Gegründet 2020

🔒 Cybersecurity

📋 Compliance

☁️ SaaS

💰 €100.000.000 Series B im 2021-11

Cybersecurity • Compliance • SaaS

Drata ist eine KI-native Plattform für Vertrauensmanagement und kontinuierliche Compliance, die Governance-, Risiko- und Compliance-(GRC)-Prozesse für Unternehmen automatisiert. Sie zentralisiert die Beweissammlung, die Überwachung von Kontrollen, die Verfolgung von Anbieter- und internen Risiken sowie die KI-gesteuerte Automatisierung von Fragebögen, um Audits, Sicherheitsprüfungen und Verkaufszyklen zu beschleunigen. Drata integriert sich in viele Systeme, unterstützt mehrere Compliance-Rahmenwerke (SOC 2, ISO 27001, HIPAA, GDPR, NIST, FedRAMP, usw. ) und richtet sich an Startups bis hin zu großen Unternehmen, die sicher skalieren und Vertrauen nachweisen möchten.

Beschreibung

• 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

🎯 Anforderungen

• 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

🏖️ Vorteile

• 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