Senior Manager, Enterprise Sales

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🕒 July 8

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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

• Achieve and consistently exceed sales targets through exceptional team leadership and selective individual contributions • Build a culture of account-based execution excellence • Implement and maintain high-quality forecasting discipline • Drive improvements in ACVs, win rates, sales cycle efficiency, and ramp time through coaching and enablement alignment • Proactively identify, define, and drive strategic initiatives • Serve as a key partner to Marketing, Product, RevOps, Enablement, and Solutions Engineering • Influence product roadmap, messaging, and market strategy • Act as a cross-functional liaison to prioritize initiatives that impact win rates, deal velocity, and the enterprise customer decision process • Operate as a thought leader within the Enterprise program • Demonstrate executive presence in internal forums and customer conversations • Set clear expectations for account-based execution, multi-threading, deal hygiene, and enterprise sales fundamentals • Hold the team accountable to activity, impact, and results • Implement structured, data-informed performance management to elevate or exit reps based on consistent trends • Mentor AEs to become exceptional operators.

🎯 Requirements

• 5+ years leading quota-carrying enterprise/strategic sales teams, ideally in a high-growth B2B SaaS environment • 10+ years in quota-carrying sales roles, with a track record of consistently exceeding targets in complex, multi-stakeholder enterprise deals • Demonstrated success building and scaling enterprise sales motions — including account planning, territory design, and multi-threaded engagement strategies with large organizations • Experience coaching reps on navigating long, complex sales cycles: multi-stakeholder buying committees, procurement, legal, and executive-level negotiations • Strong analytical and strategic skill set, with experience in forecasting accuracy, account segmentation, and identifying levers to improve win rates and deal velocity at the enterprise level • Proven ability to influence cross-functional partners and drive alignment on enterprise go-to-market strategy • High executive presence with the ability to engage and build trust with C-suite and senior buyer personas • Exceptional communication skills and the ability to lead teams through organizational change • A track record of strong performance management, mentorship, and developing sellers capable of running strategic, high-value deal cycles • Ability to operate independently, think strategically about account and territory strategy, and contribute to broader go-to-market planning as the business scales.

🏖️ 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 professional and personal development • Flexible vacation policy • Paid holidays