Director, Enterprise Sales – East

🔥 14 hours ago

🇺🇸 United States – Remote

⏰ Full Time

🔴 Lead

🤑 Sales

👻 Ghost score 12%

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

• Lead a team of Account Executives and drive high-performance sales execution • Achieve and exceed sales targets through team leadership and selective individual contributions • Build account-based execution excellence with multi-threading rigor, activity expectations, and accountability • Maintain forecasting discipline and transparency into pipeline health and revenue expectations • Improve ACVs, win rates, sales-cycle efficiency, and ramp time through coaching, enablement alignment, and process discipline • Identify and drive strategic initiatives improving productivity, sales execution, segment performance, and organizational scalability • Partner with Marketing, Product, RevOps, Enablement, and Solutions Engineering on go-to-market alignment • Provide field feedback to influence product roadmap, messaging, and market strategy • Prioritize cross-functional initiatives affecting win rates, deal velocity, and enterprise customer decisions • Shape Enterprise program strategy and identify risks and opportunities • Represent the Enterprise segment in internal forums, customer and prospect conversations, and leadership discussions • Coach, mentor, and performance-manage Account Executives • Establish expectations for account-based execution, multi-threading, deal hygiene, and enterprise sales fundamentals • Drive data-informed performance management and continuous improvement • Develop sellers' qualification, account and territory planning, and executive engagement capabilities

🎯 Requirements

• 5+ years leading quota-carrying enterprise/strategic sales teams • 10+ years in quota-carrying sales roles • Track record of consistently exceeding targets in complex, multi-stakeholder enterprise deals • Experience building and scaling enterprise sales motions, including account planning, territory design, and multi-threaded engagement strategies • Experience coaching representatives through long, complex sales cycles involving buying committees, procurement, legal, and executive negotiations • Strong analytical and strategic skills • Experience with forecasting accuracy, account segmentation, and improving win rates and deal velocity • Ability to influence cross-functional partners and align enterprise go-to-market strategy • Strong executive presence with C-suite and senior buyer personas • Exceptional communication skills • Strong performance management, mentorship, and seller development experience • Ability to operate independently and contribute to broader go-to-market planning • High-growth B2B SaaS experience is ideal

🏖️ 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 and flexibility perks