Commercial Account Executive

🕒 May 26

🌽 Illinois – Remote

🌽 Illinois – Remote

💵 $170k - $210k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

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Drata

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2020

🔒 Cybersecurity

📋 Compliance

☁️ SaaS

💰 $100M Series B on 2021-11

Cybersecurity • Compliance • SaaS

Drata is a security and compliance automation platform that continuously monitors and collects evidence of a company’s security controls, streamlining workflows to ensure audit-readiness. The platform provides solutions for startups, growth, and enterprise companies to scale and enhance their compliance programs. It covers a variety of frameworks including SOC 2, ISO 27001, HIPAA, GDPR, and FedRAMP. Drata offers integrations with various systems and promotes automation and customization in managing compliance processes, helping companies maintain compliance effortlessly through adaptive automation and deep integrations with existing IT ecosystems.

📋 Description

• Own a full cycle commercial sales motion from prospecting through close • 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 • Build and execute thoughtful account and territory strategies • Deliver compelling, tailored presentations • Partner effectively across internal teams • Share market feedback and customer insights

🎯 Requirements

• 3+ years of experience in a customer facing B2B SaaS sales role • 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 • Experience succeeding in a startup, growth stage, or build mode environment • Experience confidently demoing software to a variety of stakeholders • Familiarity with sales methodologies such as MEDDPICC, MEDDICC, SPICED, or similar frameworks • A consultative selling style with strong discovery skills • Strong communication and presentation skills • Resourcefulness, resilience, and a bias toward action in ambiguous environments

🏖️ Benefits

• 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 both professional and personal development • Flexible vacation policy and paid holidays