Director, Enterprise Sales – East

🕒 il y a 1 mois

🇺🇸 États-Unis – Télétravail

⏰ Temps Plein

🔴 Expert

🤑 Commercial

👻 Score fantôme 11%

Ce que ça veut dire : la probabilité que cette offre reste ouverte sans recrutement actif.Comment le lire : 60 % ou plus, on pense que c'est une offre fantôme. Un score plus bas est moins inquiétant.Comment on la calcule : ancienneté, republications, postes ouverts vs taille de l'équipe, rapidité de clôture, et si le salaire est indiqué.À noter : une estimation à partir de données publiques, pas un jugement sur l'entreprise. De vraies offres peuvent avoir un score élevé, alors prenez-le comme un indice, pas comme un fait.

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Drata

Site WebLinkedInTous les Emplois

201 - 500 employés

Fondée en 2020

🔒 Cybersecurity

📋 Conformité

☁️ SaaS

💰 €100 000 000 Series B en 2021-11

Cybersecurity • Compliance • SaaS

Drata est une plateforme de gestion de la confiance et de conformité continue, native de l'intelligence artificielle, qui automatise les processus de gouvernance, de risque et de conformité (GRC) pour les entreprises. Elle centralise la collecte des preuves, la surveillance des contrôles, le suivi des risques internes et des fournisseurs, et l'automatisation des questionnaires pilotée par l'IA pour accélérer les audits, les examens de sécurité et les cycles de vente. Drata s'intègre à de nombreux systèmes, prend en charge plusieurs cadres de conformité (SOC 2, ISO 27001, HIPAA, RGPD, NIST, FedRAMP, etc. ), et cible les startups ainsi que les grandes entreprises cherchant à évoluer en toute sécurité et à prouver leur fiabilité.

Description

• Lead a team of Account Executives and drive high-performance sales execution • Achieve and exceed sales targets through team leadership and selective individual contributions • Build account-based execution excellence with multi-threading rigor, activity expectations, and accountability • Maintain forecasting discipline and transparency into pipeline health and revenue expectations • Improve ACVs, win rates, sales-cycle efficiency, and ramp time through coaching, enablement alignment, and process discipline • Identify and drive strategic initiatives improving productivity, sales execution, segment performance, and organizational scalability • Partner with Marketing, Product, RevOps, Enablement, and Solutions Engineering on go-to-market alignment • Provide field feedback to influence product roadmap, messaging, and market strategy • Prioritize cross-functional initiatives affecting win rates, deal velocity, and enterprise customer decisions • Shape Enterprise program strategy and identify risks and opportunities • Represent the Enterprise segment in internal forums, customer and prospect conversations, and leadership discussions • Coach, mentor, and performance-manage Account Executives • Establish expectations for account-based execution, multi-threading, deal hygiene, and enterprise sales fundamentals • Drive data-informed performance management and continuous improvement • Develop sellers' qualification, account and territory planning, and executive engagement capabilities

🎯 Exigences

• 5+ years leading quota-carrying enterprise/strategic sales teams • 10+ years in quota-carrying sales roles • Track record of consistently exceeding targets in complex, multi-stakeholder enterprise deals • Experience building and scaling enterprise sales motions, including account planning, territory design, and multi-threaded engagement strategies • Experience coaching representatives through long, complex sales cycles involving buying committees, procurement, legal, and executive negotiations • Strong analytical and strategic skills • Experience with forecasting accuracy, account segmentation, and improving win rates and deal velocity • Ability to influence cross-functional partners and align enterprise go-to-market strategy • Strong executive presence with C-suite and senior buyer personas • Exceptional communication skills • Strong performance management, mentorship, and seller development experience • Ability to operate independently and contribute to broader go-to-market planning • High-growth B2B SaaS experience is ideal

🏖️ Avantages

• Stock equity • Up to 100% employer-paid medical, dental, and vision premiums for employees and dependents • Comprehensive wellness benefits • Healthcare concierge services • 401(k) plan • Company-paid life and disability insurance • Tax-advantaged spending accounts • Discounted voluntary offerings • Paid parental leave after six months of employment • Kindbody fertility and family-building benefits • Dedicated leave specialists • Generous annual professional and personal development stipends • Internal learning opportunities • Flexible vacation policy • Paid holidays • Other recharge and flexibility perks