# Commercial Account Executive

**Company:** [Drata](https://hotfix.jobs/companies/drata)
**Location:** Remote
**Role:** Account Executive
**Salary:** $165k – $253k/yr
**Experience:** 3+ years
**Skills:** B2B SaaS, Outbound Prospecting, Pipeline Generation, Consultative Selling, MEDDPICC, MEDDICC, Spiced, Sales Forecasting, Account Strategy, Territory Development, Software Demonstrations, Mutual Action Planning, CRM
**Posted:** 2026-09-11

> 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.

## Job Description

## 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.

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