Senior Manager, Enterprise Sales - West

Job Summary

We are seeking a highly strategic, results-oriented Senior Manager, Enterprise Sales with a strong track record of building high-performing teams, driving account-based execution, and instilling disciplined, multi-threaded deal strategy. 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.

What You’ll Do

• Drive High-Performance Sales Execution
• Build a culture of account-based execution excellence, ensuring multi-threading 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.
• Own Strategic Initiatives Across the Business
• 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 Engineering, 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 win rates, deal velocity, and the enterprise customer decision process.
• Lead with a Senior-Level Mindset
• Operate as a thought leader within the Enterprise program, shaping how the segment scales and proactively identifying risks and opportunities before they surface.
• Step up—without being asked—to solve ambiguous problems, bring clarity to the team, and deliver high-impact work that moves the business forward.
• Demonstrate executive presence in internal forums, customer and prospect conversations, and leadership discussions—representing the Enterprise segment credibly at the highest levels.
• Bring forward actionable market and account-level observations, and recommend clear next steps that help the business scale responsibly and efficiently.
• Coach, Develop, and Performance Manage
• Set clear expectations for account-based execution, multi-threading, deal hygiene, and enterprise 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, account and territory planning, and executive engagement strategy.

What You’ll Bring

• 5+ years leading quota-carrying enterprise/strategic sales teams, ideally in a high-growth B2B SaaS environment.
• 10+ years in quota-carrying sales roles, with a track record of consistently exceeding targets in complex, multi-stakeholder enterprise deals.
• Demonstrated success building and scaling enterprise sales motions — including account planning, territory design, and multi-threaded engagement strategies with large organizations.
• Experience coaching reps on navigating long, complex sales cycles: multi-stakeholder buying committees, procurement, legal, and executive-level negotiations.
• Strong analytical and strategic skill set, with experience in forecasting accuracy, account segmentation, and identifying levers to improve win rates and deal velocity at the enterprise level.
• Proven ability to influence cross-functional partners (Marketing, Customer Success, Solutions Engineering, Legal) and drive alignment on enterprise go-to-market strategy.
• High executive presence with the ability to engage and build trust with C-suite and senior buyer personas, both directly and in support of the team.
• Exceptional communication skills and the ability to lead teams through organizational change, market shifts, or evolving go-to-market strategy.
• A track record of strong performance management, mentorship, and developing sellers capable of running strategic, high-value deal cycles.
• Ability to operate independently, think strategically about account and territory strategy, and contribute to broader go-to-market planning as the business scales.

How We Support You

• Shared Success: We provide stock equity to ensure that as the company grows, you share directly in that success.
• Health & Wellness: Up 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 insurance.
• Financial Well-being: A 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 position.
• Family Support: We want to support you in life's most important moments, so we offer a paid Parental Leave policy, after six months of employment. Employees also receive access to Kindbody fertility and family-building benefits and dedicated leave specialists who help guide you through the entire process.
• Growth & Development: Generous annual stipends for both professional and personal development, empowering you to invest in your continued growth. You’ll also have access to a wide range of internal learning opportunities, ensuring you can build new skills, deepen your expertise, and advance your career with confidence.
• Time Off & Flexibility: We believe that to do your best work, you should get the time you need for rest, rejuvenation and recovery. Drata offers a flexible vacation policy, paid holidays, and other perks to recharge.