Commercial Account Executive - Chicago/Minneapolis

About the role

We are seeking a high-performing Commercial Account Executive with a proven track record of achieving sales goals, generating new business, and conducting consultative sales. This role requires a strong presence in a fast-paced environment, the ability to own the sales process, and the capability to build trust with senior-level buyers through thorough discovery, strategic execution, and clear communication.

Responsibilities

• Own a full-cycle commercial sales motion from prospecting through close, focusing on acquiring new customers and exceeding revenue targets.
• Generate and manage pipeline through outbound prospecting, referrals, partnerships, and territory development.
• Identify and prioritize prospects aligned with Drata’s Ideal Customer Profile (ICP), leading consultative discovery with senior stakeholders to uncover business pain points, validate urgency, and align Drata’s value proposition with 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 enhance the customer buying experience.
• Share market feedback and customer insights that help refine messaging, processes, and product direction.

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.
• A 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.
• Confidence in demoing software to various 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 points, 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.

Qualifications

• Experience selling into security, compliance, risk, or adjacent technical buyers is a plus.

Skills

• Consultative selling
• Discovery skills
• Account management
• Strategic planning
• Communication and presentation

Benefits

At Drata, we support our employees' well-being, growth, and work-life balance with a comprehensive benefits package including:

• Stock equity
• Health and wellness benefits
• Financial well-being programs
• Family support
• Growth and development opportunities
• Flexible vacation policy

Pay

The expected Offered Total Compensation (OTE) range for this role is $170,000 - $210,000, subject to change based on various factors including professional background and experience.

Schedule

This role will receive a competitive base salary, variable compensation, benefits, and/or stock, typically in the form of Restricted Stock Units (RSUs).