Commercial Account Executive

🔥 0 minutes ago

🌲 North Carolina, Maryland, +1 more states – Remote

🌲 North Carolina – Remote 🦀 Maryland – Remote ⚔️ Virginia – Remote

💵 $165k - $253k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

👻 Ghost score 2%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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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 full-cycle commercial sales motion from prospecting through close • Land new customers and exceed revenue targets • Generate and manage pipeline through outbound prospecting, referrals, partnerships, and territory development • Identify and prioritize prospects aligned to Drata’s ideal customer profile • Lead consultative discovery with senior stakeholders • Uncover business pain, validate urgency, and align Drata’s value to customer needs • Build and execute account and territory strategies • Drive pipeline creation and revenue growth • Run qualification, multithreading, mutual action planning, and accurate forecasting • Deliver tailored presentations connecting customer priorities to business value • Partner across internal teams to move deals forward and improve the customer buying experience • Share market feedback and customer insights to strengthen messaging, process, and product direction

🎯 Requirements

• 3+ years of experience in a customer-facing B2B SaaS sales role • At least 2 years as a quota-carrying new business closer • Evidence of quota overattainment, pipeline generation, or top-performer recognition • Strong hunter mentality and experience creating opportunities • Experience in a startup, growth-stage, or build-mode environment • Experience confidently demoing software and tailoring presentations to customer needs • Familiarity with MEDDPICC, MEDDICC, SPICED, or similar sales methodologies • Experience building pipeline through partnerships, local market development, or self-sourced outbound strategies • Consultative selling style with strong discovery skills • Ability to uncover customer pain, navigate buying committees, and engage executive stakeholders • Structured sales execution, qualification frameworks, forecasting rigor, and deal planning • Strong communication and presentation skills • High personal accountability, preparation habits, and coachable mindset • Resourcefulness, resilience, and bias toward action • Strong judgment, integrity, and customer focus • Nice to have: experience selling into security, compliance, risk, or adjacent technical buyers • Must be located in the United States • Must answer whether sponsorship will be required to work in the United States

🏖️ Benefits

• 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 perks