Director, Enterprise Sales - East

Drata
United States
Workplace: RemoteFull timeUSD 255,000 - 391,000 annuallyFunction: SalesExperience: 5+ yearsSkills: ["Leadership","Coaching","Strategic thinking","Communication","Analytical thinking"]

Lead Drata’s Enterprise Sales motion for the East segment by managing a team of Account Executives and driving multi-threaded, account-based execution. Own disciplined forecasting and improve ACVs, win rates, sales cycle efficiency, and ramp time through coaching and enablement alignment. Shape strategic initiatives, influence GTM alignment with cross-functional partners, and represent the Enterprise program with executive presence across complex enterprise deals.

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Drata
Drata
1 day ago

Director, Enterprise Sales - East

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Job Summary

Lead Drata’s Enterprise Sales motion for the East segment by managing a team of Account Executives and driving multi-threaded, account-based execution. Own disciplined forecasting and improve ACVs, win rates, sales cycle efficiency, and ramp time through coaching and enablement alignment. Shape strategic initiatives, influence GTM alignment with cross-functional partners, and represent the Enterprise program with executive presence across complex enterprise deals.
Location: United States
Workplace: Remote
Employment Type: Full time
Job Function: Sales
Seniority: Director level

Key Responsibilities

  • •Drive high-performance enterprise sales execution to achieve and exceed sales targets through team leadership and selective individual contributions.
  • •Build and maintain account-based execution excellence, ensuring multi-threading rigor, clear activity expectations, and accountability across the team.
  • •Implement high-quality forecasting discipline to improve predictability and transparency into pipeline health and revenue expectations.
  • •Own strategic initiatives that improve productivity, sales execution, segment performance, and how the org scales, partnering with Marketing, Product, RevOps, Enablement, and Solutions Engineering.
  • •Coach, develop, and performance-manage Account Executives using structured, data-informed methods; mentor AEs on qualification, planning, and executive engagement strategy.

Pay and Benefits

Salary: USD 255,000 - 391,000 annually
Equity and Bonus:Equity
Perks:Health InsuranceDentalVisionEquity401kLife InsuranceDisability InsurancePaid ParentalLearning Budget

Key Requirements

  • •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 scaling enterprise sales motions including account planning, territory design, and multi-threaded engagement strategies.
  • •Experience coaching reps through long, complex sales cycles across buying committees, procurement, legal, and executive negotiations.
  • •Strong analytical and strategic skills in forecasting accuracy, account segmentation, and improving win rates and deal velocity.
Experience:5+ yearsB2B SaaSEnterprise salesAccount-based executionMulti-stakeholder enterprise deals
Skills:LeadershipCoachingStrategic thinkingCommunicationAnalytical thinking

Company Brief

Drata
Provides a continuous security and compliance automation platform to help companies achieve and maintain frameworks such as SOC 2, ISO 27001, HIPAA, and GDPR through automated evidence collection and monitoring. ([drata.com](https://drata.com/blog/fy25-momentum?utm_source=openai))
Industry: RegTech
Company Size: Large (251 to 1,000 employees)
Revenue: USD 100M to 250M
Growth: Scaleup
Valuation: Unicorn (USD 1B+)
Funding: Series C
Headquarters: San Diego, United States
Founded: 2020
Glassdoor
Glassdoor: 3.3
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