Commercial Account Executive - California/Nevada

Drata

30d•$165,000 - $253,000•Remote

About The Position

Drata is seeking a high-performing Commercial Account Executive with a proven track record of quota attainment, new business generation, and consultative selling. The ideal candidate thrives in a fast-paced environment, takes ownership of their pipeline, and excels at building trust with senior buyers through strong discovery, structured execution, and clear communication. This role requires full-cycle B2B SaaS sales experience, a history of self-generating pipeline, and the ability to operate with both urgency and discipline in an entrepreneurial setting. This position will cover the California/Nevada territory.

Requirements

3+ years of experience in a customer facing B2B SaaS sales role, including at least 2 years as a quota carrying new business closer
Clear evidence of quota overattainment, pipeline generation, or top performer recognition in prior roles
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 adaptability are essential
Experience 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 cycle
Familiarity with sales methodologies such as MEDDPICC, MEDDICC, SPICED, or similar frameworks
Experience building pipeline through partnerships, local market development, or self sourced outbound strategies
A consultative selling style with strong discovery skills and the ability to uncover customer pain, navigate buying committees, and engage executive stakeholders
A structured approach to sales execution, including comfort with qualification frameworks, forecasting rigor, and deal planning
Strong communication and presentation skills, with the ability to tailor messaging to different audiences and build credibility quickly
High personal accountability, strong preparation habits, and a coachable mindset
Resourcefulness, resilience, and a bias toward action in ambiguous environments
Strong judgment, integrity, and customer focus

Nice To Haves

Experience selling into security, compliance, risk, or adjacent technical buyers

Responsibilities

Own a full cycle commercial sales motion from prospecting through close, with a focus on landing new customers and exceeding revenue targets
Generate and manage pipeline through outbound prospecting, referrals, partnerships, and territory development
Identify and prioritize prospects aligned to Drata’s ICP
Lead consultative discovery with senior stakeholders to uncover business pain, validate urgency, and align Drata’s value to customer needs
Build and execute thoughtful account and territory strategies to drive pipeline creation and revenue growth
Run a disciplined sales process, including qualification, multithreading, mutual action planning, and accurate forecasting
Deliver compelling, tailored presentations that connect customer priorities to business value
Partner effectively across internal teams to move deals forward and improve the customer buying experience
Share market feedback and customer insights that help strengthen messaging, process, and product direction

Benefits

Stock equity
Up to 100% employer-paid premiums for medical, dental, and vision coverage for employees and their dependents
Comprehensive wellness benefits
Healthcare concierge services
401(k) plan
Company-paid life and disability insurance
Tax-advantaged spending accounts
Discounted voluntary offerings
Paid Parental Leave policy (after six months of employment)
Kindbody fertility and family-building benefits
Dedicated leave specialists
Generous annual stipends for professional and personal development
Access to a wide range of internal learning opportunities
Flexible vacation policy
Paid holidays