Commercial Account Executive - Mid-Atlantic

Drata
Washington, Virginia, North Carolina, Maryland
Workplace: RemoteFull timeUSD 165,000 - 253,000 annuallyFunction: SalesExperience: 3+ yearsSkills: ["Consultative selling","Discovery","Communication","Accountability","Adaptability"]

Own the full-cycle commercial sales motion to land new customers and exceed revenue targets. Generate pipeline through outbound prospecting, referrals, partnerships, and territory development, and prioritize prospects aligned to Drata’s ICP. Lead consultative discovery with senior stakeholders, run a disciplined sales process (qualification, multithreading, MAP, forecasting), deliver tailored presentations, and partner cross-functionally to move deals forward while sharing market feedback to improve messaging and product direction.

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FursaFursa
Drata
Drata
3 hours ago

Commercial Account Executive - Mid-Atlantic

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Last checked: 3 hours agoStatus: Live

Job Summary

Own the full-cycle commercial sales motion to land new customers and exceed revenue targets. Generate pipeline through outbound prospecting, referrals, partnerships, and territory development, and prioritize prospects aligned to Drata’s ICP. Lead consultative discovery with senior stakeholders, run a disciplined sales process (qualification, multithreading, MAP, forecasting), deliver tailored presentations, and partner cross-functionally to move deals forward while sharing market feedback to improve messaging and product direction.
Location: Washington, Virginia, North Carolina, Maryland
Workplace: Remote
Employment Type: Full time
Job Function: Sales
Seniority: Mid level

Key Responsibilities

  • •Own full-cycle commercial sales from prospecting through close, focused on new customer acquisition and revenue targets.
  • •Generate and manage pipeline via outbound prospecting, referrals, partnerships, and territory development.
  • •Conduct consultative discovery with senior stakeholders to uncover pain, validate urgency, and align value to customer needs.
  • •Build and execute account and territory strategies to drive pipeline creation and revenue growth.
  • •Run a disciplined sales process (qualification, multithreading, mutual action planning, and accurate forecasting) and deliver tailored presentations.

Pay and Benefits

Salary: USD 165,000 - 253,000 annually
Equity and Bonus:Equity
Perks:EquityHealth InsuranceDentalVision401kLife InsuranceDisability InsuranceParental LeaveLearning BudgetPaid Holidays

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 in prior roles.
  • •Strong hunter mentality and ability to create opportunities (not just manage inbound demand).
  • •Experience succeeding in a startup or growth-stage, ownership-focused environment.
  • •Experience with consultative selling, including software demos across stakeholders and using sales methodologies such as MEDDPICC/MEDDICC/SPICED or similar.
Experience:3+ yearsB2B SaaSStartupGrowth stage
Skills:Consultative sellingDiscoveryCommunicationAccountabilityAdaptability

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