Senior Manager, Commercial Sales - West

Drata

2d • $255,000 - $315,000 • Remote

About The Position

We are seeking a highly strategic, results-oriented Senior Manager, Commercial Sales with a strong track record of building high-performing teams, generating repeatable pipeline, and driving disciplined outbound execution. This leader will manage a team of Account Executives while operating as a senior-level force multiplier—shaping strategy, influencing cross-functional alignment, and proactively owning initiatives that accelerate segment performance. Exceptional candidates are proactive operators who elevate standards, solve ambiguous problems, and demonstrate the ability to scale both people and processes. If you’re motivated by driving meaningful impact, owning outcomes, and playing a critical leadership role in a high-growth environment, this role is for you.

Requirements

• 5+ years leading full-cycle SaaS sales teams, ideally within a high-growth environment.
• 10+ years in quota-carrying sales roles with a proven track record of exceeding goals.
• Demonstrated success in building repeatable pipeline engines, coaching outbound behaviors, and driving consistent pipeline coverage.
• Strong analytical and strategic skill sets, with experience in forecasting, segmentation, and identifying levers to improve conversion.
• Proven ability to influence cross-functional partners and drive alignment on key go-to-market motions.
• High executive presence, exceptional communication, and the ability to lead teams through change.
• A reputation for strong performance management, mentoring, and developing talent.
• Ability to think strategically, operate independently, and contribute meaningfully to scaling the business and shaping program direction.

Responsibilities

• Achieve and consistently exceed sales targets through exceptional team leadership and selective individual contributions.
• Build a culture of pipeline generation excellence, ensuring outbound rigor, clear activity expectations, and consistent accountability across the team.
• Implement and maintain high-quality forecasting discipline, ensuring predictability and transparency into pipeline health and revenue expectations.
• Drive improvements in ACVs, win rates, sales cycle efficiency, and ramp time through coaching, enablement alignment, and process discipline.
• Proactively identify, define, and drive strategic initiatives that improve productivity, sales execution, segment performance, or how the org scales.
• Serve as a key partner to Marketing, Product, RevOps, Enablement, and Solutions, ensuring tight alignment on GTM motions and surfacing customer and market insights.
• Influence product roadmap, messaging, and market strategy by contributing meaningful, pattern-based feedback from the field.
• Act as a cross-functional liaison to prioritize initiatives that impact conversion rates, outbound performance, and the customer decision process.
• Operate as a thought leader within the Commercial program, shaping how the segment evolves and identifying risks/opportunities early.
• Step up—without being asked—to solve ambiguous problems, provide clarity, and deliver high-impact work that moves the business forward.
• Demonstrate executive presence in internal forums, customer conversations, and leadership discussions.
• Bring forward actionable market observations and recommend clear next steps that help the business scale responsibly and efficiently.
• Set clear expectations for outbound execution, pipeline creation, deal hygiene, and sales fundamentals.
• Hold the team accountable to activity, impact, and results, driving a culture of ownership and continuous improvement.
• Implement structured, data-informed performance management to elevate or exit reps based on consistent trends, not lagging indicators.
• Mentor AEs to become exceptional operators—improving qualification rigor, territory planning, and outbound strategy.

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
• 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

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed