This is a fully remote position, open to applicants in Illinois.

• Manage the complete commercial sales cycle from initial prospecting to closing deals.

• Develop and oversee a sales pipeline through outbound efforts, referrals, partnerships, and territorial expansion.

• Pinpoint and prioritize prospects that align with Drata's Ideal Customer Profile (ICP).

• Conduct consultative discovery sessions with senior stakeholders.

• Create and implement strategic account and territory plans.

• Present engaging and customized presentations effectively.

• Collaborate successfully with internal teams.

• Provide insights from the market and customer feedback.

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

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

• Proven track record of exceeding quotas, generating pipelines, or being recognized as a top performer in previous roles.

• A strong hunter mentality with a drive for creating new opportunities.

• Experience thriving in a startup, growth stage, or build mode environment.

• Proficient in confidently demonstrating software to various stakeholders.

• Knowledge of sales methodologies such as MEDDPICC, MEDDICC, SPICED, or similar frameworks.

• A consultative selling approach with excellent discovery abilities.

• Strong communication and presentation skills.

• Resourceful, resilient, and proactive in navigating ambiguous situations.

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

• Comprehensive wellness benefits along with healthcare concierge services.

• 401(k) retirement plan.

• Company-sponsored life and disability insurance.

• Tax-advantaged spending accounts.

• Paid Parental Leave policy.

• Access to Kindbody fertility and family-building benefits.

• Generous annual stipends for professional and personal development.

• Flexible vacation policy along with paid holidays.

Commercial Account Executive

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