Commercial Account Executive

Our Mission & Values: At Drata, we help companies earn and keep the trust of their users, customers, partners, and prospects. We’re the proof layer that shows great companies deserve the trust they aim to build.

We live our values every day. Built on Trust means consistency is everything. Act with Integrity by always doing the right thing. Being Customer-Obsessed keeps the people we serve at the center of our work. Competitive Fire drives us to push ourselves harder than anyone else. Diversity brings unique perspectives that lead to better solutions. Automation First ensures we save time and money by making efficiency a priority.

Our Culture & Work Style 🚀

At Drata, we’re not just building software - we’re building a mindset. Everything we do springs from:

• Be a Driver (Owner‑Operator Mentality): Own your work. Improve relentlessly. Deliver results.
• Move at Drata Speed (Precision & Velocity): Fast decisions. Quick learning. Immediate impact.
• Stay Mission-Driven (Customer‑Obsessed): Challenge assumptions. Deliver value. Stay hungry.

If you thrive when you’re empowered, energized, and working with smart, mission-driven people, you’ll feel at home here.

Why Join The Drata Team?

The best way to understand the Driver’s Mindset is to see it in action. We’re an award-winning, mission-driven team of 600+ people worldwide, united by a culture that values trust, speed, and continuous growth.

Job Summary:

We’re looking for a high performing Commercial Account Executive with a strong track record of quota attainment, new business generation, and consultative selling. This person thrives in a fast moving environment, takes ownership of their pipeline, and knows how to build trust with senior buyers through strong discovery, structured execution, and clear communication.

The strongest candidates will bring experience in full cycle B2B SaaS sales, a history of self generating pipeline, and the ability to operate with both urgency and discipline in an entrepreneurial environment.

We will be hiring for a Commercial AE in either Atlanta or Chicago.

What you’ll do:

• Own a full cycle commercial sales motion from prospecting through close, with a focus on landing new customers and exceeding revenue targets
• Generate and manage pipeline through outbound prospecting, referrals, partnerships, and territory development
• Identify and prioritize prospects aligned to Drata’s ICP
• Lead consultative discovery with senior stakeholders to uncover business pain, validate urgency, and align Drata’s value to customer needs
• Build and execute thoughtful account and territory strategies to drive pipeline creation and revenue growth
• Run a disciplined sales process, including qualification, multithreading, mutual action planning, and accurate forecasting
• Deliver compelling, tailored presentations that connect customer priorities to business value
• Partner effectively across internal teams to move deals forward and improve the customer buying experience
• Share market feedback and customer insights that help strengthen messaging, process, and product direction

What you’ll bring:

• 3+ years of experience in a customer facing B2B SaaS sales role, including at least 2 years as a quota carrying new business closer
• Clear evidence of quota overattainment, pipeline generation, or top performer recognition in prior roles
• Strong hunter mentality with a passion for creating opportunities, not just managing inbound demand
• Experience succeeding in a startup, growth stage, or build mode environment where ownership and adaptability are essential
• Experience confidently demoing software to a variety of stakeholders, with the ability to tailor presentations to customer needs, articulate business value and outcomes, and effectively progress opportunities through the sales cycle
• Familiarity with sales methodologies such as MEDDPICC, MEDDICC, SPICED, or similar frameworks
• Experience building pipeline through partnerships, local market development, or self sourced outbound strategies
• A consultative selling style with strong discovery skills and the ability to uncover customer pain, navigate buying committees, and engage executive stakeholders
• A structured approach to sales execution, including comfort with qualification frameworks, forecasting rigor, and deal planning
• Strong communication and presentation skills, with the ability to tailor messaging to different audiences and build credibility quickly
• High personal accountability, strong preparation habits, and a coachable mindset
• Resourcefulness, resilience, and a bias toward action in ambiguous environments
• Strong judgment, integrity, and customer focus
• Nice to have - Experience selling into security, compliance, risk, or adjacent technical buyers

How we support you: At Drata, our people are our strongest advantage—and we prove it with support that exceeds industry standards. Our total rewards package is designed to power your well-being, accelerate your growth, and keep your work-life balance thriving.

• Shared Success: We provide stock equity to ensure that as the company grows, you share directly in that success. Equity gives every employee a sense of ownership and the opportunity to celebrate our wins together—because your contributions don’t just support our progress; they help drive our collective success.
• Health & Wellness: Up to 100% employer-paid premiums for medical, dental, and vision coverage for employees and their dependents, along with comprehensive wellness benefits and healthcare concierge services designed to support your needs beyond traditional insurance.
• Financial Well-being: A comprehensive suite of financial benefits, including a 401(k) plan, company-paid life and disability insurance, tax-advantaged spending accounts, and a range of discounted voluntary offerings to help you customize and strengthen your overall financial position.
• Family Support: We want to support you in life's most important moments, so we offer a paid Parental Leave policy, after six months of employment. Employees also receive access to Kindbody fertility and family-building benefits and dedicated leave specialists who help guide you through the entire process.
• Growth & Development: Generous annual stipends for both professional and personal development, empowering you to invest in your continued growth. You’ll also have access to a wide range of internal learning opportunities, ensuring you can build new skills, deepen your expertise, and advance your career with confidence.
• Time Off & Flexibility: We believe that to do your best work, you should get the time you need for rest, rejuvenation and recovery. Drata offers a flexible vacation policy, paid holidays, and other perks to recharge.

This role will receive a competitive base salary, variable compensation, benefits, and/or stock, typically in the form of Restricted Stock Units (RSUs). The expected OTE range for this role is $170,000 - $210,000, subject to change.

A variety of factors are considered when determining someone’s leveling and compensation–including a candidate’s professional background and experience. This range may be modified in the future and final offer amounts may vary from the amounts listed above.