Commercial Account Manager 2 – EMEA

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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 the commercial relationship for a portfolio of EMEA Commercial Drata customers • Lead renewals and expansion across your book • Create, manage, and close upsell and cross-sell opportunities • Identify customer goals, uncover roadblocks, and drive the commercial strategy • Prioritize your book based on growth potential and customer engagement • Partner closely with Customer Success, Technical Support, Marketing, Product, and leadership • Provide clear visibility into renewals, expansion activity, and commercial risk • Communicate risk clearly and lead resolution strategies • Deliver value-based customer conversations • Build trusted relationships with Executive Buyers and other key stakeholders • Contribute to process improvements and team best practices

🎯 Requirements

• 4+ years of demonstrated success in Account Management, SaaS Sales, or similar role • Experience managing a portfolio of mid-sized SaaS customers • Strong customer management skills • Strong negotiation skills • Executive presence and clear communication skills • Strong organizational and prioritization skills • Sound judgment and ability to operate independently • Proactive, team-first approach • Curiosity around leveraging AI and modern tools • Experience with tools such as Salesforce, Gong, Clari, Catalyst, Outreach, and Google Workspace is a plus

🏖️ Benefits

• Up to 100% employer-paid premiums for medical, employees and their dependents • Pension plan with employer contributions • Paid Parental Leave policy • Kindbody fertility and family-building benefits • Generous annual stipends for professional and personal development • Flexible vacation policy, paid holidays, and other perks