Senior Solutions Engineer

Drata is building the trust layer between great companies—automating compliance, managing risk, and helping organizations prove trust continuously as they scale. Drata 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 unprecedented problems.
• Real ownership, not just process: Own outcomes and raise the bar. Your opinions are valued, and you’re expected to back them up.
• A seat at the table: Your perspective is unique and valued. Open debate and diverse viewpoints are central to decision-making.
• Growth at rocketship speed: Drata is scaling fast, offering high performers more ownership, visibility, and experience.
• A crew, not just coworkers: A come-as-you-are culture with sharp, curious people who make hard problems fun to solve.

Job Summary:

We are seeking a Senior Solutions Engineer with 5+ years of experience in selling technology solutions to senior executives. Responsibilities include new customer acquisition, renewal rates, upselling, cross-selling, and ensuring customer satisfaction. Success is measured by new customer acquisition rates, renewal rates, upselling, cross-selling, customer satisfaction, and overall contribution to sales and business success.

What You’ll Do:

• Partner with sales executives to plan, prepare, and execute strategic deals in sales cycles.
• Create a process from the ground-up to streamline communication and increase efficiencies.
• Manage all technical aspects of RFP/RFI responses.
• Effectively communicate client needs to R&D teams for future product enhancements.
• Focus on shortening sales cycles while providing technical support on proof of concepts without overcomplicating the buyer’s journey.
• Support sales executives with solution selling into prospect account bases.
• Successfully match customer pain/requirements to proposed solutions.
• Create and deliver powerful presentations and demos that clearly communicate the uniqueness of the value proposition.
• Collect and document competitive intelligence.
• Model the financial business case associated with each sales opportunity.

What You’ll Bring:

• 5+ years of experience as a Sales/Solutions Engineer, preferably in the SaaS space.
• Preferred knowledge of cloud providers, such as AWS, GCP, etc.
• Experience building out proof of concepts.
• Proven track record selling/supporting complex enterprise solutions.
• Ability to forge strong, long-lasting relationships with senior executives.
• Ability to creatively explain and present complex concepts in an easy-to-understand manner.
• Solid technical background with understanding and/or hands-on experience in software development and web technologies.
• Excellent written and verbal communication skills.
• Excellent presentation and creativity skills.

How We Support You:

• Shared Success: Stock equity to ensure you share in the company’s growth.
• Health & Wellness: Up to 100% employer-paid premiums for medical, dental, and vision coverage for employees and their dependents, along with comprehensive wellness benefits.
• Financial Well-being: A 401(k) plan, company-paid life and disability insurance, tax-advantaged spending accounts, and discounted voluntary offerings.
• Family Support: Paid Parental Leave policy after six months of employment, Kindbody fertility and family-building benefits, and dedicated leave specialists.
• Growth & Development: Generous annual stipends for professional and personal development, along with internal learning opportunities.
• Time Off & Flexibility: Flexible vacation policy, paid holidays, and other perks to recharge.