Commercial Account Executive
Own the full-cycle commercial sales motion for new B2B SaaS customers, generating pipeline, leading consultative discovery, and closing opportunities. The role requires at least 3 years of SaaS sales experience, including 2 years as a quota-carrying closer, plus strong prospecting and executive communication skills.
About the job
Responsibilities
- Own the full-cycle commercial sales motion from prospecting through close, focused 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 with Drata’s ideal customer profile.
- Lead consultative discovery with senior stakeholders to uncover business pain, validate urgency, and align value to customer needs.
- Build and execute 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 tailored presentations connecting customer priorities to business value.
- Partner across internal teams to advance deals and improve the buying experience.
- Share market feedback and customer insights to strengthen messaging, processes, and product direction.
Requirements
- 3+ years of experience in customer-facing B2B SaaS sales, including at least 2 years as a quota-carrying new-business closer.
- Demonstrated quota overattainment, pipeline generation, or top-performer recognition.
- Strong ability to create opportunities through outbound prospecting and self-sourced pipeline generation.
- Experience succeeding in a startup, growth-stage, or build-mode environment.
- Ability to demo software, tailor presentations, articulate business value, and progress opportunities through the sales cycle.
- Familiarity with MEDDPICC, MEDDICC, SPICED, or similar sales methodologies.
- Consultative selling style with strong discovery skills and ability to engage executive stakeholders.
- Structured approach to qualification, forecasting, and deal planning.
- Strong communication and presentation skills.
- Accountability, preparation, coachability, resourcefulness, resilience, sound judgment, integrity, and customer focus.
Nice to Have
- Experience selling to security, compliance, risk, or adjacent technical buyers.
Compensation and Benefits
- Expected on-target earnings: $165,000–$253,000.
- Stock equity, medical, dental, and vision coverage, wellness benefits, 401(k), life and disability insurance, paid parental leave, family-building benefits, professional and personal development stipends, flexible vacation, and paid holidays.
Skills
B2B SaaS, Outbound Prospecting, Pipeline Generation, Consultative Selling, MEDDPICC, MEDDICC, Spiced, Sales Forecasting, Account Strategy, Territory Development, Software Demonstrations, Mutual Action Planning, CRM
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