Commercial Account Executive - Atlanta/Chicago
Full-cycle Commercial Account Executive responsible for prospecting, discovery, and closing new B2B SaaS customers in the Atlanta or Chicago territory. Requires 3+ years of B2B SaaS sales experience with proven quota attainment and strong outbound pipeline generation skills.
About the job
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, not just managing inbound demand
- Experience succeeding in a startup, growth stage, or build mode environment where ownership and adaptability are essential
- Experience confidently demoing software to a variety of stakeholders, with the ability to tailor presentations to customer needs, articulate business value and outcomes, and effectively progress opportunities through the sales cycle
- Familiarity with sales methodologies such as MEDDPICC, MEDDICC, SPICED, or similar frameworks
- Experience building pipeline through partnerships, local market development, or self sourced outbound strategies
- A consultative selling style with strong discovery skills and the ability to uncover customer pain, navigate buying committees, and engage executive stakeholders
- A structured approach to sales execution, including comfort with qualification frameworks, forecasting rigor, and deal planning
- Strong communication and presentation skills, with the ability to tailor messaging to different audiences and build credibility quickly
- 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
How we support you
- Shared Success: Stock equity (RSUs)
- Health & Wellness: Up to 100% employer-paid premiums for medical, dental, and vision coverage for employees and dependents; comprehensive wellness benefits and healthcare concierge services
- Financial Well-being: 401(k) plan, company-paid life and disability insurance, tax-advantaged spending accounts, discounted voluntary offerings
- Family Support: Paid Parental Leave after six months; access to Kindbody fertility and family-building benefits
- Growth & Development: Generous annual stipends for professional and personal development; access to internal learning opportunities
- Time Off & Flexibility: Flexible vacation policy, paid holidays
Compensation: Competitive base salary + variable compensation. Expected OTE range: $170,000 - $210,000.
Skills
B2B SaaS Sales, Quota Attainment, Pipeline Generation, Consultative Selling, MEDDPICC, MEDDICC, Spiced, Outbound Prospecting, Territory Development, Deal Forecasting
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