Commercial Account Executive - California/Nevada

📋 Description

• Own a full cycle commercial sales motion from prospecting through close, with a focus on landing
• Generate and manage pipeline through outbound prospecting, referrals, partnerships, and territory
• Identify and prioritize prospects aligned to Drata's ICP
• Lead consultative discovery with senior stakeholders to uncover business pain, validate urgency
• Build and execute thoughtful account and territory strategies to drive pipeline creation and
• Run a disciplined sales process, including qualification, multithreading, mutual action planning

🎯 Requirements

• 3+ years of experience in a customer facing B2B SaaS sales role, including at least 2 years as a
• Clear evidence of quota overattainment, pipeline generation, or top performer recognition in prior
• 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
• Experience confidently demoing software to a variety of stakeholders, with the ability to tailor
• Familiarity with sales methodologies such as MEDDPICC, MEDDICC, SPICED, or similar frameworks

🎁 Benefits

• Stock equity to share in company success
• Up to 100% employer-paid premiums for medical, dental, and vision coverage for employees and their
• Comprehensive suite of financial benefits including 401(k) plan, company-paid life and disability
• Paid Parental Leave policy after six months of employment, access to Kindbody fertility and
• Generous annual stipends for professional and personal development, plus access to internal
• Flexible vacation policy, paid holidays, and other perks