Commercial Account Executive

This is a fully remote position, open to applicants in California, +1 more state.

📋 Description

• Take ownership of the complete commercial sales process from prospecting to closing.

• Acquire new clients and surpass revenue objectives.

• Develop and manage a sales pipeline through outbound prospecting, referrals, partnerships, and territory growth.

• Identify and rank prospects that fit Drata’s ideal customer profile.

• Conduct consultative discovery sessions with senior decision-makers.

• Identify business challenges, confirm urgency, and align Drata’s value proposition with customer needs.

• Create and implement account and territory strategies.

• Facilitate qualification, multithreading, mutual action planning, and accurate forecasting.

• Present customized solutions that connect customer priorities to business value.

• Collaborate with internal teams to advance deals and enhance the purchasing experience.

• Provide market feedback and customer insights to refine messaging, processes, and product direction.

⛳️ Requirements

• Minimum of 3 years of experience in a customer-facing B2B SaaS sales position.

• At least 2 years as a quota-carrying new business closer.

• Proven track record of exceeding quotas, generating pipelines, or receiving top-performer accolades.

• Strong hunter mentality with experience in creating sales opportunities.

• Background in a startup, growth-stage, or build-mode environment.

• Proficiency in confidently demonstrating software to diverse stakeholders.

• Ability to customize presentations, articulate business value and outcomes, and advance opportunities through the sales process.

• Familiarity with sales methodologies such as MEDDPICC, MEDDICC, SPICED, or similar frameworks.

• Experience in building pipelines through partnerships, local market development, or self-sourced outbound strategies.

• Consultative selling approach with strong discovery capabilities.

• Skilled in uncovering customer pain points, navigating buying committees, and engaging executive stakeholders.

• Structured in sales execution, qualification frameworks, forecasting accuracy, and deal planning.

• Excellent communication and presentation abilities.

• High personal accountability, strong preparation habits, and a coachable attitude.

• Resourceful, resilient, and inclined toward taking action.

• Sound judgment, integrity, and a customer-centric focus.

• Candidates must reside in California or Nevada.

• Preferred: experience selling to security, compliance, risk, or related technical buyers.

🏝️ Benefits

• Stock equity.

• Up to 100% employer-paid medical, dental, and vision premiums for employees and their dependents.

• Comprehensive wellness benefits.

• Healthcare concierge services.

• 401(k) plan.

• Company-sponsored life and disability insurance.

• Tax-advantaged spending accounts.

• Discounted voluntary offerings.

• Paid parental leave after six months of employment.

• Kindbody fertility and family-building benefits.

• Dedicated leave specialists.

• Annual stipends for professional and personal development.

• Internal learning opportunities.

• Flexible vacation policy.

• Paid holidays.

• Additional perks to help recharge.