[Remote] Commercial Account Executive - New York

Note: The job is a remote job and is open to candidates in USA. Drata is a company dedicated to helping businesses build trust with their customers and partners. They are seeking a high-performing Commercial Account Executive responsible for managing the full sales cycle, generating new business, and exceeding revenue targets through consultative selling and effective communication with senior stakeholders.ResponsibilitiesOwn a full cycle commercial sales motion from prospecting through close, with a focus on landing new customers and exceeding revenue targetsGenerate and manage pipeline through outbound prospecting, referrals, partnerships, and territory developmentIdentify and prioritize prospects aligned to Drata’s ICPLead consultative discovery with senior stakeholders to uncover business pain, validate urgency, and align Drata’s value to customer needsBuild and execute thoughtful account and territory strategies to drive pipeline creation and revenue growthRun a disciplined sales process, including qualification, multithreading, mutual action planning, and accurate forecastingDeliver compelling, tailored presentations that connect customer priorities to business valuePartner effectively across internal teams to move deals forward and improve the customer buying experienceShare market feedback and customer insights that help strengthen messaging, process, and product directionSkills3+ years of experience in a customer facing B2B SaaS sales role, including at least 2 years as a quota carrying new business closerClear evidence of quota overattainment, pipeline generation, or top performer recognition in prior rolesStrong hunter mentality with a passion for creating opportunities, not just managing inbound demandExperience succeeding in a startup, growth stage, or build mode environment where ownership and adaptability are essentialExperience 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 cycleFamiliarity with sales methodologies such as MEDDPICC, MEDDICC, SPICED, or similar frameworksExperience building pipeline through partnerships, local market development, or self sourced outbound strategiesA consultative selling style with strong discovery skills and the ability to uncover customer pain, navigate buying committees, and engage executive stakeholdersA structured approach to sales execution, including comfort with qualification frameworks, forecasting rigor, and deal planningStrong communication and presentation skills, with the ability to tailor messaging to different audiences and build credibility quicklyHigh personal accountability, strong preparation habits, and a coachable mindsetResourcefulness, resilience, and a bias toward action in ambiguous environmentsStrong judgment, integrity, and customer focusExperience selling into security, compliance, risk, or adjacent technical buyersBenefitsStock equity to ensure that as the company grows, you share directly in that successUp to 100% employer-paid premiums for medical, dental, and vision coverage for employees and their dependents, along with comprehensive wellness benefits and healthcare concierge services designed to support your needs beyond traditional insuranceA comprehensive suite of financial benefits, including a 401(k) plan, company-paid life and disability insurance, tax-advantaged spending accounts, and a range of discounted voluntary offerings to help you customize and strengthen your overall financial positionA paid Parental Leave policy, after six months of employmentEmployees also receive access to Kindbody fertility and family-building benefits and dedicated leave specialists who help guide you through the entire processGenerous annual stipends for both professional and personal developmentAccess to a wide range of internal learning opportunitiesA flexible vacation policy, paid holidays, and other perks to rechargeCompany OverviewDrata is a Trust Management Platform that automates compliance workflows, streamlines risk management, and continuous security assurance It was founded in 2020, and is headquartered in San Diego, California, USA, with a workforce of 501-1000 employees. Its website is https://drata.com.