Commercial Account Executive

🕒 May 26

🗽 New York – Remote

🗽 New York – 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, 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

🎯 Requirements

• 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

🏖️ Benefits

• 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