Drata
Commercial Account Executive - Dallas/Denver
Remote - US · Exec
Sponsorship not specified$170k-$210kDetected 35 days ago
SalesAccount ManagementOutbound SalesForecastingPublic SpeakingAdaptability
About the role
- We're looking for a high performing Commercial Account Executive with a strong track record of quota attainment, new business generation, and consultative selling.
- We will be hiring for a Commercial AE in either Atlanta or Chicago.
Responsibilities
- Generate and manage pipeline through outbound prospecting, referrals, partnerships, and territory development
- 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
- 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
- Experience succeeding in a startup, growth stage, or build mode environment where ownership and adaptability are essential
Requirements
- 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.
Nice to have
- 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
- Familiarity with sales methodologies such as MEDDPICC, MEDDICC, SPICED, or similar frameworks
- 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
- High personal accountability, strong preparation habits, and a coachable mindset
- Resourcefulness, resilience, and a bias toward action in ambiguous environments
Compensation
- We believe that to do your best work, you should get the time you need for rest, rejuvenation and recovery.
- 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.
Benefits
- 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.
- 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.
- Drata offers a flexible vacation policy, paid holidays, and other perks to recharge.
Company info
- Hear the Voice of the Team https://drata.com/about/life-at-drata: Explore our "Life at Drata" page for employee testimonials on our collaborative and the growth opportunities available.
- Experience the Impact https://www.greatplacetowork.com/certified-company/7044563: See why we are consistently recognized on Fortune's Best Workplaces lists.
- LinkedIn https://www.linkedin.com/company/drata/posts/?feedView=all - follow us for company updates, employee stories, and career news.
- 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.
- Own a full cycle commercial sales motion from prospecting through close, with a focus on landing new customers and exceeding revenue targets
This listing is sourced directly from Drata's careers page and normalized into a canonical job model.