Commercial Account Executive

What you’ll do

• Own a full cycle commercial sales motion from prospecting through close, with a focus 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

What you’ll bring

• 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
• Experience succeeding in a startup, growth stage, or build mode environment
• Experience confidently demoing software to a variety of stakeholders, tailoring presentations, articulating business value, and progressing opportunities
• Familiarity with sales methodologies such as MEDDPICC, MEDDICC, SPICED, or similar
• 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 approach to sales execution, including qualification frameworks, forecasting rigor, and deal planning
• Strong communication and presentation skills
• High personal accountability, strong preparation habits, and a coachable mindset
• Resourcefulness, resilience, and a bias toward action in ambiguous environments
• Strong judgment, integrity, and customer focus

Nice to have

• Experience selling into security, compliance, risk, or adjacent technical buyers

Compensation

This role will receive a competitive base salary, variable compensation, benefits, and/or stock, typically in the form of Restricted Stock Units (RSUs). The expected OTE range for this role is $170,000 - $210,000.