Commercial Account Executive - California/Nevada

Drata; San Francisco (CA); On-site; USD 165,000 - 253,000; Full time

Benefits offered by this job

Stock equity

Health & wellness benefits

401(k) plan

Parental Leave

Growth stipends

Flexible vacation policy

Job summary

Drata is seeking a Commercial Account Executive to own a full cycle B2B SaaS sales motion in California or Nevada, focusing on landing new customers and exceeding revenue targets. You’ll generate pipeline through outbound, referrals, partnerships, and local market development, while engaging senior stakeholders with consultative discovery and tailored presentations.

This role rewards ownership and a bias toward action in a fast-growing company; candidates with proven quota attainment and startup

Qualifications

• 3+ years in a customer facing B2B SaaS sales role.
• Clear evidence of quota overattainment, pipeline generation, or top performer recognition.
• Experience in a startup, growth-stage, or build mode environment where ownership is essential.
• Experience confidently demoing software to stakeholders and tailoring presentations.
• Familiarity with MEDDPICC, MEDDICC, SPICED, or similar frameworks.
• Experience building pipeline through partnerships or self-sourced outbound strategies.
• Structured sales execution with qualification frameworks, forecasting, and deal planning.

Responsibilities

• Own a full cycle commercial sales motion from prospecting through close, focusing on landing new customers and exceeding revenue targets.
• Generate and manage pipeline through outbound prospecting, referrals, partnerships, and territory development.
• Identify and prioritise prospects aligned to Drata’s ICP.
• Lead consultative discovery with senior stakeholders to uncover business pain and validate urgency.
• Build and execute account/territory strategies to drive pipeline and revenue growth.
• Deliver tailored presentations that connect customer priorities to business value and advance deals.

Skills

B2B SaaS sales

Quota attainment

Hunter mindset

Startup experience

Demoing software

Sales frameworks

Pipeline development

Communication

Job description

Drata is building the trust layer between great companies - automating compliance, managing risk, and helping organizations prove trust continuously as they scale. We're Dratanauts: a global crew of 600+ professionals united by a culture that rewards integrity, ownership, and raising the bar, no matter where in the world we're working from.

Why Join the Drata Team?

At Drata, You're Not Maintaining Legacy Compliance Software - You're Building The Agentic AI Platform Defining What Trust Looks Like For The Next Generation Of Companies. Here's What Makes The Work Itself Worth Showing Up For

• Problems without a playbook: You'll work at the edge of AI and security, building agentic governance, continuous compliance, and real-time trust verification to solve problems that don't have an established answer yet. You're writing it as you go.
• Real ownership, not just process: Our values center on owning outcomes and raising the bar, not checking boxes. You're expected to have opinions and back them.
• A seat at the table: Your perspective is unique and valued. Open debate and diverse viewpoints are built into how decisions actually get made here, at every level.
• Growth at rocketship speed: Drata is scaling fast, which means scope grows fast too. High performers get more ownership, visibility, and experience.
• A crew, not just coworkers: Dratanauts consistently describe a "come as you are" culture with sharp, curious people—the kind of team that makes hard problems genuinely fun to solve. See what they say here and follow us on LinkedIn for company news, employee stories, and career updates.

Job Summary

We’re looking for a high performing Commercial Account Executive with a strong track record of quota attainment, new business generation, and consultative selling. This person thrives in a fast moving environment, takes ownership of their pipeline, and knows how to build trust with senior buyers through strong discovery, structured execution, and clear communication.

The strongest candidates will bring experience in full cycle B2B SaaS sales, a history of self generating pipeline, and the ability to operate with both urgency and discipline in an entrepreneurial environment.

We will be hiring for a Commercial AE in either California or Nevada.

What You’ll Do

• Own a full cycle commercial sales motion from prospecting through close, with a focus 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
• Lead consultative discovery with senior stakeholders to uncover business pain, validate urgency, and align Drata’s value to 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
• Partner effectively across internal teams to move deals forward and improve the customer buying experience
• Share market feedback and customer insights that help strengthen messaging, process, and product direction

What You’ll Bring

• 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
• 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
• Experience confidently 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
• Nice to have - Experience selling into security, compliance, risk, or adjacent technical buyers

How We Support You

At Drata, our people are our strongest advantage—and we prove it with support that exceeds industry standards. Our total rewards package is designed to power your well-being, accelerate your growth, and keep your work-life balance thriving.

Explore how we invest in your Life at Drata.

• Shared Success: We provide stock equity to ensure that as the company grows, you share directly in that success. Equity gives every employee a sense of ownership and the opportunity to celebrate our wins together—because your contributions don’t just support our progress; they help drive our collective 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.

The expected OTE range for this role is between $165,000 - $253,000 and is listed to provide transparency. Actual base pay will vary based on multiple factors — market location, job-related knowledge, skills, experience, and overall alignment to the role.

Candidates shouldn't expect automatic placement at any particular point within the range. Offer amounts are determined by the qualifications each candidate brings to the position. Total compensation may also include equity designed to provide meaningful ownership in the company, as well as health and wellbeing benefits.