Commercial Account Executive

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

📋 Description

• Take ownership of the complete commercial sales process from prospecting to closing, with an emphasis on acquiring new clients and surpassing revenue objectives.

• Create and oversee a sales pipeline through outbound prospecting, referrals, partnerships, and development of territory.

• Identify and rank prospects that align with Drata’s Ideal Customer Profile (ICP).

• Conduct consultative discovery sessions with senior stakeholders to reveal business challenges, confirm urgency, and align Drata’s offerings with customer requirements.

• Develop and implement strategic account and territory plans to foster pipeline growth and increase revenue.

• Maintain a structured sales process, which includes qualification, multithreading, mutual action planning, and precise forecasting.

• Present engaging, customized presentations that link customer priorities to business value.

• Collaborate effectively with internal teams to advance deals and enhance the customer buying experience.

• Provide market feedback and customer insights that contribute to refining messaging, processes, and product development.

⛳️ Requirements

• Minimum of 3 years of experience in a customer-facing B2B SaaS sales position, including at least 2 years as a quota-carrying new business closer.

• Demonstrated history of exceeding quotas, generating pipelines, or receiving top performer accolades in previous roles.

• Strong hunter mentality with a fervor for generating opportunities beyond merely managing inbound demand.

• Proven success in a startup, growth stage, or build mode setting where ownership and adaptability are crucial.

• Experience confidently demonstrating software to diverse stakeholders, with the capability to customize presentations according to customer needs.

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

• A consultative selling approach with excellent discovery skills and the aptitude to identify customer pain points.

• Exceptional communication and presentation skills, with the ability to adjust messaging for various audiences and establish credibility swiftly.

• High levels of personal accountability, strong preparation habits, and a willingness to learn.

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

🏝️ Benefits

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

• A wide array of financial benefits, including a 401(k) plan, company-sponsored life and disability insurance, tax-advantaged spending accounts, and various discounted voluntary options.

• Paid Parental Leave policy after six months of employment.

• Generous annual stipends for both professional and personal development.

• Flexible vacation policy, paid holidays, and additional perks to help recharge.