Commercial Account Executive - California/Nevada

Drata
California, Nevada
Workplace: RemoteFull timeUSD 165,000 - 253,000 annuallyFunction: SalesExperience: 3+ yearsSkills: ["Consultative selling","Discovery","Communication","Presentation skills","Accountability"]

Own the full-cycle commercial sales motion for a B2B SaaS trust/compliance platform, driving new customer acquisition and exceeding revenue targets. Generate and manage pipeline via outbound prospecting, referrals, partnerships, and territory development across California/Nevada. Lead consultative discovery with senior stakeholders, run a disciplined qualification and forecasting process, and deliver tailored presentations that connect customer priorities to measurable business value.

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Drata
Drata
18 hours ago

Commercial Account Executive - California/Nevada

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Job Summary

Own the full-cycle commercial sales motion for a B2B SaaS trust/compliance platform, driving new customer acquisition and exceeding revenue targets. Generate and manage pipeline via outbound prospecting, referrals, partnerships, and territory development across California/Nevada. Lead consultative discovery with senior stakeholders, run a disciplined qualification and forecasting process, and deliver tailored presentations that connect customer priorities to measurable business value.
Location: California, Nevada
Workplace: Remote
Employment Type: Full time
Job Function: Sales

Key Responsibilities

  • •Own full-cycle commercial sales from prospecting through close, focused on landing new customers and exceeding revenue targets.
  • •Generate and manage pipeline through outbound prospecting, referrals, partnerships, and territory development.
  • •Identify and prioritize prospects aligned to Drata’s ICP and lead consultative discovery with senior stakeholders.
  • •Build and execute 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.

Pay and Benefits

Salary: USD 165,000 - 253,000 annually
Perks:Health InsuranceDentalVision401kPaid LeaveParental LeaveEquity

Key Requirements

  • •3+ years in customer-facing B2B SaaS sales, including at least 2 years as a quota-carrying new business closer.
  • •Clear evidence of quota overattainment, pipeline generation, or top-performer recognition.
  • •Strong hunter mentality with experience building opportunities via outbound/self-sourced strategies.
  • •Experience demoing and tailoring presentations for varied stakeholders and navigating sales cycles confidently.
  • •Familiarity with sales methodologies such as MEDDPICC, MEDDICC, SPICED, or similar frameworks.
Experience:3+ yearsB2B SaaSStartupGrowth stage
Skills:Consultative sellingDiscoveryCommunicationPresentation skillsAccountability

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
WebsiteLinkedInGlassdoor