Commercial Account Executive

About Drata: Drata is a premier, internationally recognized cybersecurity automation heavyweight, corporate compliance pioneer, and enterprise SaaS trailblazer on an absolute mission to help companies earn and keep the trust of their users, customers, partners, and prospects worldwide. Functioning as the definitive digital proof layer that demonstrates great organizations deserve the trust they aim to build, Drata has achieved legendary status in the silicon valley ecosystem by navigating a hyper-growth trajectory that surged from $0 to $100M ARR in just four short years. Supported by an award-winning global team of 600+ ambitious builders, our corporate environment operates on an execution-centered “Driver” mindset rooted in precision, velocity, and customer obsession. Guided by core operational values of Trust, Integrity, Automation First, and Competitive Fire, Drata streamlines audit readiness across SOC 2, ISO 27001, HIPAA, and GDPR frameworks. The company provides high-agency sales executives with an uncompromised remote canvas to leverage cutting-edge market intelligence data, manipulate complex technical discovery playbooks, and secure recurring enterprise revenue safely across the United States.

Position Overview

We are seeking a high-performing, growth-minded Commercial Account Executive to join our core centralized Sales division in a full-time remote capacity across the United States, with a core localized recruitment and pipeline focus targeting candidates in Atlanta or Chicago territories. In this high-leverage and quota-carrying acquisition seat, you will step up to claim true individual operational and strategic accountability for running a comprehensive full-cycle commercial sales motion—driving outbound prospecting infrastructure, expanding territory pipelines, and exceeding new logo revenue targets. Shifting completely away from passive inbound order-taking, reactive account maintenance, or minor system demonstrations, you will operate as a principal governance consultant—partnering face-to-face with Chief Information Security Officers (CISOs), risk directors, and engineering executives to automate their security postures. This position requires an enterprise technology closer with 3+ years of B2B SaaS background who qualifies high-value business leads fluidly natively using Sales Representative consultative strategies, coordinates multi-stakeholder deal structures smoothly natively using Project Management paradigms, and commands advanced qualification frameworks confidently under competitive deadlines.

Key Responsibilities

• Full-Cycle Commercial Sales Motion Ownership: Own, drive, and maximize the complete B2B software sales pipeline from cold outbound prospecting through to final contract execution, focusing relentlessly on landing new commercial customers and exceeding individual revenue targets cleanly natively utilizing Sales Representative consultative methods.
• Outbound Pipeline and Territory Engineering: Lead aggressive pipeline creation campaigns through targeted outbound prospecting, local market relationship cultivation, corporate referrals, and ecosystem partnerships within Drata Ideal Customer Profile (ICP).
• Advanced Executive Discovery Leadership: Conduct thorough consultative discovery conversations with senior technology and security stakeholders to uncover operational pain points, map corporate compliance vulnerabilities, and validate procurement urgency.
• Disciplined Deal Process Governance: Enforce extreme sales execution rigor across your entire pipeline, systematically executing multi-stakeholder deal multithreading, constructing comprehensive Mutual Action Plans (MAPs), and maintaining impeccable forecasting accuracy.
• Tailored Corporate Value Presentations: Formulate and deliver clear, tailored software product presentations and corporate demos that explicitly connect customer technical priorities to defined business outcomes and financial value.
• Cross-Functional Buying Experience Alignment: Partner in lockstep with distributed Solutions Engineers, Product Management, Customer Success, and Legal units natively leveraging Project Management guidelines to streamline complex onboarding loops and accelerate deal velocity.
• Actionable Market Intelligence Sourcing: Extract and synthesize real-world buyer friction points, competitive updates, and local product objections, transmitting clear actionable insights back to central marketing and engineering squads to refine brand messaging.
• CRM and Tooling Data Hygiene: Maintain pristine data tracking logs and activity entries across enterprise sales enablement platforms, ensuring your portfolio pipeline accurately reflects current probability baselines.

Required Skills & Qualifications

• A minimum of 3 years of verified professional history running customer-facing enterprise or commercial B2B sales, high-velocity outbound account management, technology procurement consulting, or complex contract acquisition.
• Mandatory Closing Track Record: A minimum of 2 years of documented experience explicitly operating as a quota-carrying new business closer inside a fast-paced technology or software-as-a-service (SaaS) environment.
• Clear, verifiable evidence of historical sales quota overattainment, top-performer club recognition, or rapid career trajectory growth in prior enterprise software settings.
• Expert-tier capability executing passive buyer headhunting, mapping out hidden procurement channels, and managing multi-stakeholder negotiations natively utilizing Sales Representative techniques.
• Practical operational familiarity structuring deal roadmaps, aligning post-sales resources, and tracking multi-site project tasks natively using Project Management principles.
• Deep, authoritative technical command of specialized sales methodologies, requiring direct operational experience implementing frameworks such as MEDDPICC, MEDDICC, or SPICED.
• Outstanding verbal, written, and document presentation traits in fluent English, enabling uncompromised confidence and strategic consultative influence when pitching before technical risk audiences and executive boards.
• A resilient, highly resourceful personal profile with high personal accountability, strong preparation habits, and a highly coachable mindset that thrives under ambiguity.
• Location Context: Position open to qualified tech closers based permanently and resident within the United States to operate under a 100% remote work-from-home layout, with localized territory prioritization centered on Atlanta or Chicago market scopes.

Preferred Strategic Indicators (Nice to Have)

• Prior commercial sales background operating explicitly within the high-performance fields of cloud security SaaS, continuous compliance automation platforms, third-party risk management software, or adjacent technical infrastructure spaces.
• Direct hands-on experience demoing software architectures to deeply technical buyers, data protection officers, or internal software engineering teams.
• An outcome-driven personal philosophy rooted in high operational curiosity, a fierce competitive fire that pushes for excellence, and an intense passion for making automated efficiency a foundational priority.

What We Offer

• Venture-Competitive US Monetization Blueprint: An highly lucrative full-time expected OTE range structured between $170,000 and $210,000 USD per year , composed of a competitive base salary and uncompromised variable commission upside, supplemented by corporate stock option/RSU equity grants to ensure you share directly in our collective success.
• The exceptional professional canvas to join an award-winning, hyper-growth industry leader, getting extensive professional development stipends and access to elite internal learning tracks.
• Profound work-from-home remote parameters offering a 100% virtual framework across America, complete scheduling trust, and zero physical geographic office commuting friction.
• Immediate baseline access to premium comprehensive healthcare protections, providing up to 100% employer-paid premiums for medical, dental, and vision coverage for employees and dependents, alongside corporate healthcare concierge services.
• Access to elite lifestyle and family balance provisions, including a corporate matching 401(k) retirement path, company-paid life and disability insurance, a flexible vacation policy with paid holidays, and paid parental leave protections after six months of employment.
• Specialized wellness and fertility support, featuring covered entry into Kindbody fertility and family-building networks paired with dedicated guidance leave specialists.