Commercial Account Executive

Drata is building the trust layer between great companies—automating compliance, managing risk, and helping organizations prove trust continuously as they scale. The team is a global crew of 600+ professionals united by a culture that rewards integrity, ownership, and raising the bar.

Why Join the Drata Team?

• Problems without a playbook: Work at the edge of AI and security, building agentic governance, continuous compliance, and real-time trust verification to solve problems with no established answers.

• Real ownership, not just process: Values center on owning outcomes and raising the bar. Opinions are encouraged and backed.

• A seat at the table: Unique perspectives are valued. Open debate and diverse viewpoints drive decision-making.

• Growth at rocketship speed: Drata is scaling fast, offering high performers more ownership, visibility, and experience.

• A crew, not just coworkers: Culture described as “come as you are,” with sharp, curious people making hard problems fun to solve.

Job Summary

We’re seeking a high-performing Commercial Account Executive with a strong track record in quota attainment, new business generation, and consultative selling. Thrives in fast-paced environments, takes ownership of pipeline, and builds trust with senior buyers through discovery, execution, and communication.

The ideal candidate has experience in full-cycle B2B SaaS sales, self-generated pipeline, and the ability to operate with urgency and discipline in an entrepreneurial environment.

Location: D.C. area, Virginia, North Carolina, or Maryland.

What You’ll Do:

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

What You’ll Bring:

• 3+ years of experience in customer-facing B2B SaaS sales, including 2+ years as a quota-carrying new business closer.
• Evidence of quota overattainment, pipeline generation, or top performer recognition.
• Hunter mentality with a passion for creating opportunities, not just managing inbound demand.
• Experience succeeding in startup, growth-stage, or build-mode environments.
• Confidence in demoing software to stakeholders, tailoring presentations, and progressing opportunities.
• Familiarity with sales methodologies like MEDDPICC, MEDDICC, or SPICED.
• Experience building pipeline through partnerships, local market development, or self-sourced outbound strategies.
• Consultative selling style with strong discovery skills and ability to navigate buying committees.
• Structured approach to sales execution, including qualification frameworks and forecasting.
• Strong communication and presentation skills, tailored to different audiences.
• High personal accountability, strong preparation habits, and coachable mindset.
• Resourcefulness, resilience, and bias toward action in ambiguous environments.
• Strong judgment, integrity, and customer focus.
• Nice to have: Experience selling into security, compliance, risk, or technical buyers.

How We Support You:

• Shared Success: Stock equity to share in company growth, ensuring ownership and collective success.

• Health & Wellness: Up to 100% employer-paid premiums for medical, dental, and vision coverage for employees and dependents, plus wellness benefits and healthcare concierge services.

• Financial Well-being: 401(k) plan, company-paid life and disability insurance, tax-advantaged spending accounts, and discounted voluntary offerings.

• Family Support: Paid parental leave after six months of employment, Kindbody fertility and family-building benefits, and dedicated leave specialists.

• Growth & Development: Annual stipends for professional and personal development, plus internal learning opportunities.

• Time Off & Flexibility: Flexible vacation policy, paid holidays, and perks to recharge.