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, 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