Commercial Account Executive - Dallas/Denver

Drata, Inc.

Job Overview

Location

Remote - US

Job Type

Full-time

Full Job Description

📋 Description

• As a Commercial Account Executive at Drata, you will drive new business growth by owning the full sales cycle from prospecting to close, focusing on landing enterprise customers and exceeding revenue targets in a fast-paced, mission-driven environment.
• Day to day, you will generate and manage pipeline through outbound prospecting, referrals, and partnerships; lead consultative discovery with senior stakeholders; build and execute account and territory strategies; run disciplined sales processes including forecasting and mutual action planning; deliver tailored presentations; collaborate cross-functionally to improve the buyer experience; and share market insights to inform product and messaging.
• Drata is a high-growth, award-winning SaaS company trusted by 600+ employees worldwide, built on a culture of trust, speed, customer obsession, and automation first—where you’ll join a team recognized on Fortune’s Best Workplaces lists and empowered to operate with owner-operator mentality.
• In this role, you will accelerate your sales career by mastering complex B2B SaaS sales cycles, developing executive-level communication and strategic account planning skills, earning equity in a high-growth company, and contributing directly to Drata’s mission of helping organizations earn and keep user trust through compliance automation.

🎯 Requirements

• 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
• Experience succeeding in a startup, growth-stage, or build-mode environment where ownership and adaptability are essential
• Strong hunter mentality with a passion for creating opportunities, not just managing inbound demand
• Experience confidently demoing software to varied stakeholders and tailoring presentations to articulate business value and progress opportunities
• Familiarity with sales methodologies such as MEDDPICC, MEDDICC, SPICED, or similar frameworks
• Consultative selling style with strong discovery skills, ability to uncover customer pain, navigate buying committees, and engage executive stakeholders
• Structured approach to sales execution, including comfort with qualification frameworks, forecasting rigor, and deal planning
• Strong communication and presentation skills, with ability to tailor messaging to different audiences and build credibility quickly
• High personal accountability, strong preparation habits, and a coachable mindset
• Nice to have: Experience selling into security, compliance, risk, or adjacent technical buyers

🏖️ Benefits

• Up to 100% employer-paid premiums for medical, dental, and vision coverage for employees and dependents, plus comprehensive wellness benefits and healthcare concierge services
• Stock equity (RSUs) to share directly in company growth and success
• 401(k) plan, company-paid life and disability insurance, tax-advantaged spending accounts, and discounted voluntary offerings for financial well-being
• Paid parental leave after six months of employment, access to Kindbody fertility and family-building benefits, and dedicated leave specialists
• Generous annual stipends for professional and personal development, plus internal learning opportunities to build skills and advance your career
• Flexible vacation policy, paid holidays, and time off policies designed to support rest, rejuvenation, and recovery

Skills & Technologies

REST

Remote

$170k-210k

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Drata, Inc.

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About Drata, Inc.

Drata is a compliance automation platform that continuously monitors and collects evidence for security frameworks such as SOC 2, ISO 27001, HIPAA, and PCI DSS. It integrates with cloud services, identity providers, and SaaS tools to track controls, manage risks, and generate audit-ready documentation. The company serves technology startups and enterprises seeking to streamline security compliance workflows and maintain continuous monitoring without manual spreadsheets.

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