Senior Solutions Engineer, Enterprise - East

Drata, Inc.

Job Overview

Location

Remote - US

Job Type

Full-time

Full Job Description

📋 Description

• Partner with sales executives to plan, prepare, and execute strategic enterprise sales cycles, ensuring seamless alignment between technical solutions and customer needs.
• Own the end-to-end technical process for RFP/RFI responses, delivering accurate, timely, and compelling submissions that align with customer requirements and Drata’s value proposition.
• Design and implement streamlined processes to improve communication efficiency and reduce friction across sales and technical teams.
• Build, customize, and deliver proof of concepts (POCs) that demonstrate Drata’s platform capabilities, accelerating buyer decision-making without overcomplicating the journey.
• Translate complex enterprise security and compliance requirements into clear, actionable technical solutions tailored to prospect pain points.
• Create and deliver high-impact presentations and product demos to senior executives, clearly articulating Drata’s unique value in enterprise environments.
• Act as the primary technical liaison between customers and R&D teams, capturing and documenting customer feedback to inform future product enhancements.
• Collect, analyze, and document competitive intelligence to strengthen sales strategies and position Drata effectively against market alternatives.
• Model financial business cases for each sales opportunity, demonstrating ROI and total cost of ownership to support executive-level decision-making.
• Drive customer retention and expansion by engaging existing clients to identify upsell and cross-sell opportunities, ensuring high renewal and satisfaction rates.
• Shorten sales cycles by providing timely, precise technical support that removes barriers to purchase while maintaining alignment with Drata’s Automation First principle.
• Maintain deep familiarity with cloud infrastructure (AWS, GCP) and enterprise software ecosystems to effectively contextualize Drata’s platform within customer environments.
• Collaborate cross-functionally with marketing, product, and customer success teams to ensure consistent messaging and alignment with customer outcomes.
• Uphold Drata’s core values—Built on Trust, Act with Integrity, Customer-Obsessed, Competitive Fire, Diversity, and Automation First—in every customer interaction and internal collaboration.
• Operate with an Owner-Operator Mentality: take full accountability for outcomes, relentlessly improve processes, and deliver measurable results.
• Move at Drata Speed: make fast, informed decisions, learn quickly, and drive immediate impact in a high-growth, dynamic environment.
• Remain Mission-Driven: keep customer trust and operational excellence at the center of every technical engagement and strategic recommendation.

🎯 Requirements

• 5+ years of experience as a Sales Engineer or Solutions Engineer, preferably in the SaaS industry
• Proven track record of selling or supporting complex enterprise technology solutions
• Hands-on experience building and delivering proof of concepts (POCs) for enterprise software
• Strong technical background in software development, web technologies, and cloud platforms (AWS, GCP preferred)
• Exceptional ability to communicate complex technical concepts clearly to senior executives and non-technical stakeholders
• Excellent written and verbal communication, presentation, and storytelling skills

🏖️ Benefits

• Stock equity in the form of Restricted Stock Units (RSUs) to align employee success with company growth
• Up to 100% employer-paid premiums for medical, dental, and vision coverage for employees and dependents
• Comprehensive financial benefits including 401(k) plan, company-paid life and disability insurance, and tax-advantaged spending accounts
• Paid Parental Leave after six months of employment, plus access to Kindbody fertility and family-building benefits
• Generous annual stipends for professional and personal development
• Flexible vacation policy with paid holidays and time-off perks to support work-life balance

Skills & Technologies

AWS

GCP

REST

Senior

Remote

$223k-276k

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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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