Senior Solutions Engineer, Enterprise - West

Drata, Inc.

Job Overview

Location

Hybrid - San Francisco

Job Type

Full-time

Full Job Description

📋 Description

• As a Senior Solutions Engineer at Drata, you will play a critical role in bridging technical expertise with sales strategy to drive enterprise growth by helping organizations achieve and maintain compliance trust through Drata’s automated security and compliance platform.
• You will partner closely with sales executives to lead complex sales cycles, design tailored technical solutions, and ensure seamless alignment between customer needs and product capabilities, directly impacting revenue, customer satisfaction, and long-term retention.
• You will be part of a high-velocity, mission-driven team at Drata—a trusted leader in continuous compliance automation—where innovation, ownership, and customer obsession are core to how we operate and grow.
• In this role, you will deepen your expertise in enterprise SaaS sales engineering, sharpen your ability to translate technical concepts into business value, and gain exposure to cutting-edge GRC technologies while working with Fortune 500 prospects and shaping product feedback loops with R&D.
• Partner with sales executives to plan, prepare, and execute on strategic deals in complex sales cycles, acting as the technical advisor throughout the customer journey from discovery to close.
• Design and implement streamlined processes for technical deal execution from the ground up, improving communication efficiency and reducing friction in sales workflows.
• Own and manage all technical components of RFP/RFI responses, ensuring accuracy, completeness, and timely delivery to meet procurement timelines and win competitive bids.
• Serve as the voice of the customer by translating client pain points, technical requirements, and use cases into actionable feedback for R&D teams to inform future product enhancements.
• Accelerate sales cycles by delivering focused proof-of-concepts (POCs) that validate solution fit without over-engineering, maintaining momentum while addressing technical validation needs.
• Support sales teams in solution selling by aligning Drata’s platform capabilities with prospect business objectives, particularly in enterprise environments with complex security and compliance needs.
• Successfully identify and match customer pain points—such as audit readiness, framework alignment (SOC 2, ISO 27001, HIPAA, GDPR), and manual process inefficiencies—to Drata’s automated compliance solutions.
• Create and deliver compelling, executive-level presentations and live demos that clearly articulate Drata’s unique value proposition, differentiation, and ROI in a way that resonates with CISOs, CTOs, and compliance leaders.
• Gather, document, and analyze competitive intelligence from market interactions to inform product positioning, pricing strategy, and feature prioritization.
• Develop financial business cases for sales opportunities, including ROI modeling, TCO analysis, and payback period calculations to support executive decision-making and contract negotiations.

🎯 Requirements

• 5+ years of experience as a Sales or Solutions Engineer, preferably within the SaaS or enterprise technology sector.
• Proven track record of selling or supporting complex enterprise solutions, with experience navigating long sales cycles and engaging C-level stakeholders.
• Strong technical background with hands-on or deep understanding of software development, web technologies, and cloud platforms (AWS, GCP, Azure preferred).
• Demonstrated ability to build and deliver effective proof-of-concepts (POCs) that validate technical fit and accelerate customer decision-making.
• Excellent presentation, communication, and storytelling skills, with the ability to simplify complex technical concepts for non-technical audiences.
• Experience collaborating with R&D or product teams to relay customer feedback and influence product roadmap decisions.

🏖️ Benefits

• Comprehensive health coverage with up to 100% employer-paid premiums for medical, dental, and vision plans for employees and dependents, plus access to wellness programs and healthcare concierge services.
• Generous equity participation through Restricted Stock Units (RSUs), enabling direct ownership in Drata’s growth and long-term success.
• Robust financial wellness offerings including 401(k) plan, company-paid life and disability insurance, tax-advantaged spending accounts (HSA/FSA), and discounted voluntary benefits.
• Support for life’s key moments with paid parental leave (after six months), Kindbody fertility and family-building benefits, and dedicated leave specialists.
• Annual stipends for professional and personal development, plus access to internal learning platforms to foster continuous skill growth and career advancement.
• Flexible hybrid work model in the Bay Area (in-office Tue–Thu, remote Mon–Fri) designed to balance collaboration, focus, and work-life harmony.

Skills & Technologies

AWS

GCP

REST

Senior

Hybrid

$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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