Commercial Account Executive

This is a fully remote position, open to applicants in North Carolina, +2 more states.

📋 Description

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

• Acquire new customers while surpassing revenue goals.

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

• Identify and prioritize potential clients that align with Drata’s ideal customer profile.

• Conduct consultative discovery sessions with senior stakeholders.

• Identify business challenges, assess urgency, and match Drata’s value propositions to customer requirements.

• Develop and implement account and territory strategies.

• Propel pipeline generation and revenue enhancement.

• Execute qualification processes, multithreading, mutual action planning, and precise forecasting.

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

• Collaborate with internal teams to facilitate deal progression and enhance the customer purchasing experience.

• Relay market insights and customer feedback to refine messaging, processes, and product strategy.

⛳️ Requirements

• A minimum of 3 years in a customer-facing B2B SaaS sales position.

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

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

• Strong hunter mentality with a knack for creating opportunities.

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

• Proficient in delivering software demonstrations and customizing presentations to meet customer needs.

• Knowledge of MEDDPICC, MEDDICC, SPICED, or comparable sales methodologies.

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

• Consultative selling approach with exceptional discovery skills.

• Ability to uncover customer pain points, navigate buying committees, and engage with executive stakeholders.

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

• Excellent communication and presentation capabilities.

• High levels of personal accountability, preparation habits, and a willingness to be coached.

• Resourcefulness, resilience, and a proactive attitude.

• Strong judgment, integrity, and a focus on customer satisfaction.

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

• Must reside in the United States.

• Must disclose if sponsorship is needed to work in the United States.

🏝️ Benefits

• Stock equity options.

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

• Comprehensive wellness programs.

• Healthcare concierge services.

• 401(k) retirement plan.

• Company-funded life and disability insurance.

• Tax-advantaged spending accounts.

• Discounted optional offerings.

• Paid parental leave following six months of employment.

• Kindbody fertility and family-building benefits.

• Dedicated leave specialists available.

• Generous annual stipends for professional and personal development.

• Internal learning and growth opportunities.

• Flexible vacation policy.

• Paid holidays.

• Additional recharge perks.