Commercial Account Executive - Dallas/Denver

About the role

We're seeking a high-performing Commercial Account Executive with a proven track record of quota attainment, new business generation, and consultative selling. This role requires a strong presence in a fast-paced environment, effective pipeline management, and the ability to build trust with senior buyers through thorough discovery, structured execution, and clear communication.

Responsibilities

• Own a full-cycle commercial sales motion from prospecting through close, focusing on acquiring new customers and meeting 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, partnering effectively across internal teams to move deals forward and enhance the customer buying experience.
• Share market feedback and customer insights that help strengthen 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 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.

Qualifications

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

Skills

• Exceptional communication and presentation skills.
• Ability to build trust and rapport with senior buyers.
• Structured sales process knowledge.
• Consultative selling approach.
• Outbound prospecting and pipeline management.
• Discovered customer pain points and validated urgency.
• Collaborated with internal teams to move deals forward.
• Provided market feedback and customer insights.

Benefits

At Drata, we support our people with a total rewards package that includes:

• Stock equity to align with company growth.
• Up to 100% employer-paid premiums for medical, dental, and vision coverage.
• Comprehensive wellness benefits and healthcare concierge services.
• A 401(k) plan, company-paid life and disability insurance, tax-advantaged spending accounts, and fertility and family-building benefits.
• A paid Parental Leave policy and dedicated leave specialists.
• Generous annual stipends for professional and personal development.
• A wide range of internal learning opportunities.
• A flexible vacation policy, paid holidays, and other perks.

Pay

The expected Offer to Date (OTD) 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).