# Commercial Account Executive

**Company:** [Drata](https://hotfix.jobs/companies/drata)
**Location:** Remote
**Role:** Account Executive
**Salary:** $170k – $210k/yr
**Experience:** 3+ years
**Skills:** B2B SaaS Sales, Outbound Prospecting, Pipeline Generation, Consultative Selling, MEDDPICC, MEDDICC, demoing software, Sales Forecasting, account strategy, territory development
**Posted:** 2026-06-16

> Commercial Account Executive responsible for full-cycle B2B SaaS sales, from outbound prospecting and pipeline generation to closing new business deals. Requires 3+ years in customer-facing SaaS sales with proven quota attainment and consultative selling skills.

## Job Description

## 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.

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