Commercial Account Executive

📋 Description

• Own full-cycle commercial sales from prospecting to close.
• Generate and manage pipeline via outbound prospecting, referrals, partnerships, and territory development.
• Identify and prioritize prospects aligned to Drata's ICP.
• Lead consultative discovery with senior stakeholders to uncover pain and urgency.
• Build and execute account/territory strategies to drive pipeline and revenue.
• Run a disciplined sales process: qualification, multithreading, MAP, forecasting.

🎯 Requirements

• 3+ years in a customer-facing B2B SaaS sales role, incl. at least 2 years as a quota-carrying closer.
• Proven quota overachievement and pipeline generation.
• Strong hunter mentality; creates opportunities beyond inbound demand.
• Experience in startup/growth environments with ownership and adaptability.
• Experience demoing software to diverse stakeholders and tailoring presentations.
• Familiarity with MEDDPICC, MEDDICC, SPICED, or similar frameworks.

🎁 Benefits

• Shared success: equity to share in company growth.
• Health & Wellness: up to 100% employer-paid premiums.
• Financial well-being: 401(k), life & disability insurance, tax-advantaged accounts.
• Family support: parental leave and family-building benefits.
• Growth & Development: stipends and internal learning opportunities.
• Time Off & Flexibility: flexible vacation policy and holidays.