Commercial Account Executive - California/Nevada

Summary

Drata is building a trust layer that automates compliance, manages risk, and helps organizations continuously prove trust as they scale. The Commercial Account Executive will own the full-cycle sales process, generate new business, build pipeline, lead consultative discovery, and exceed revenue targets across California or Nevada.

Responsibilities

• 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

Skills

• • 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

Qualifications

Must Haves

• • 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 Haves

• Nice to have - Experience selling into security, compliance, risk, or adjacent technical buyers

Benefits

• Stock equity to ensure employees share directly in company success.
• Up to 100% employer-paid premiums for medical, dental, and vision coverage for employees and their dependents.
• Comprehensive wellness benefits and healthcare concierge services.
• 401(k) plan.
• Company-paid life and disability insurance.
• Tax-advantaged spending accounts.
• Discounted voluntary benefits offerings.
• Paid parental leave after six months of employment.
• Kindbody fertility and family-building benefits.
• Dedicated leave specialists to guide employees through the family-building and leave process.
• Generous annual stipends for professional and personal development.
• Access to internal learning opportunities.
• Flexible vacation policy.
• Paid holidays.
• Other time-off and recharge perks.
• Remote work arrangement.