Senior Manager, Commercial Sales - West

Drata, Inc.

Job Overview

Location

Remote - US

Job Type

Full-time

Full Job Description

📋 Description

• Drive high-performance sales execution by achieving and consistently exceeding sales targets through exceptional team leadership and selective individual contributions.
• Build a culture of pipeline generation excellence, ensuring outbound rigor, clear activity expectations, and consistent accountability across the team.
• Implement and maintain high-quality forecasting discipline, ensuring predictability and transparency into pipeline health and revenue expectations.
• Drive improvements in ACVs, win rates, sales cycle efficiency, and ramp time through coaching, enablement alignment, and process discipline.
• Own strategic initiatives across the business by proactively identifying, defining, and driving initiatives that improve productivity, sales execution, segment performance, or how the org scales.
• Serve as a key partner to Marketing, Product, RevOps, Enablement, and Solutions, ensuring tight alignment on GTM motions and surfacing customer and market insights.
• Influence product roadmap, messaging, and market strategy by contributing meaningful, pattern-based feedback from the field.
• Act as a cross-functional liaison to prioritize initiatives that impact conversion rates, outbound performance, and the customer decision process.
• Lead with a senior-level mindset by operating as a thought leader within the Commercial program, shaping how the segment evolves and identifying risks/opportunities early.
• Step up—without being asked—to solve ambiguous problems, provide clarity, and deliver high-impact work that moves the business forward.
• Demonstrate executive presence in internal forums, customer conversations, and leadership discussions.
• Bring forward actionable market observations and recommend clear next steps that help the business scale responsibly and efficiently.
• Coach, develop, and performance manage by setting clear expectations for outbound execution, pipeline creation, deal hygiene, and sales fundamentals.
• Hold the team accountable to activity, impact, and results, driving a culture of ownership and continuous improvement.
• Implement structured, data-informed performance management to elevate or exit reps based on consistent trends, not lagging indicators.
• Mentor AEs to become exceptional operators—improving qualification rigor, territory planning, and outbound strategy.

🎯 Requirements

• 5+ years leading full-cycle SaaS sales teams, ideally within a high-growth environment.
• 10+ years in quota-carrying sales roles with a proven track record of exceeding goals.
• Demonstrated success in building repeatable pipeline engines, coaching outbound behaviors, and driving consistent pipeline coverage.
• Strong analytical and strategic skill sets, with experience in forecasting, segmentation, and identifying levers to improve conversion.
• Proven ability to influence cross-functional partners and drive alignment on key go-to-market motions.
• High executive presence, exceptional communication, and the ability to lead teams through change.
• A reputation for strong performance management, mentoring, and developing talent.
• Ability to think strategically, operate independently, and contribute meaningfully to scaling the business and shaping program direction.

🏖️ Benefits

• Shared Success: We provide stock equity to ensure that as the company grows, you share directly in that success.
• Health & Wellness: Up to 100% employer-paid premiums for medical, dental, and vision coverage for employees and their dependents, along with comprehensive wellness benefits and healthcare concierge services designed to support your needs beyond traditional insurance.
• Financial Well-being: A comprehensive suite of financial benefits, including a 401(k) plan, company-paid life and disability insurance, tax-advantaged spending accounts, and a range of discounted voluntary offerings to help you customize and strengthen your overall financial position.
• Family Support: We want to support you in life's most important moments, so we offer a paid Parental Leave policy, after six months of employment. Employees also receive access to Kindbody fertility and family-building benefits and dedicated leave specialists who help guide you through the entire process.
• Growth & Development: Generous annual stipends for both professional and personal development, empowering you to invest in your continued growth. You’ll also have access to a wide range of internal learning opportunities, ensuring you can build new skills, deepen your expertise, and advance your career with confidence.
• Time Off & Flexibility: We believe that to do your best work, you should get the time you need for rest, rejuvenation and recovery. Drata offers a flexible vacation policy, paid holidays, and other perks to recharge.

Skills & Technologies

REST

Senior

Remote

$255k-315k

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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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