Enterprise Account Executive - EMEA

Cacheflow; New Jersey; On-site; USD 120,000 - 230,000; Full time

Benefits offered by this job

Stock equity

Health insurance

Parental leave

Professional development stipends

Flexible vacation

Job summary

Drata is seeking an experienced Enterprise SaaS sales professional to bring on new customers and drive revenue within the Enterprise space. You will develop partnerships, manage a regional pipeline, and consult senior executives to understand needs and accelerate the buying process.

The role emphasizes strategic selling, relationship-building, and a track record of meeting or exceeding quotas in a fast-paced, entrepreneurial environment.

Qualifications

• 7+ years of experience in a customer-facing B2B SaaS sales role
• Experience selling to Enterprise accounts with 1K+ employees preferred
• Strong communication and relationship-building skills

Responsibilities

• Bring in new customers and grow revenue by meeting/exceeding targets
• Develop and execute partnerships and revenue strategies
• Build and manage your pipeline and become an expert in a region
• Consult senior executives to uncover needs and accelerate the buying process
• Identify opportunities to improve the product offering based on customer needs

Skills

Enterprise SaaS sales

Pipeline management

Customer-facing

Negotiation

Strategic selling

Tools

Salesforce

Job description

Our Mission & Values:

At Drata, we help companies earn and keep the trust of their users, customers, partners, and prospects. We’re the proof layer that shows great companies deserve the trust they aim to build.

We live our values every day. Built on Trust means consistency is everything. Act with Integrity by always doing the right thing. Being Customer-Obsessed keeps the people we serve at the center of our work. Competitive Fire drives us to push ourselves harder than anyone else. Diversity brings unique perspectives that lead to better solutions. Automation First ensures we save time and money by making efficiency a priority.

Our Culture & Work Style

At Drata, we’re not just building software - we’re building a mindset. Everything we do springs from:

• Be a Driver (Owner‑Operator Mentality): Own your work. Improve relentlessly. Deliver results.

• Move at Drata Speed (Precision & Velocity): Fast decisions. Quick learning. Immediate impact.

• Stay Mission-Driven (Customer‑Obsessed): Challenge assumptions. Deliver value. Stay hungry.

If you thrive when you’re empowered, energized, and working with smart, mission-driven people, you’ll feel at home here.

Why Join The Drata Team?

The best way to understand the Driver’s Mindset is to see it in action. We’re an award-winning, mission-driven team of 600+ people worldwide, united by a culture that values trust, speed, and continuous growth.

• See the Speed: Watch our CEO, Adam Markowitz, discuss the hyper‑growth journey, from $0 to $100M ARR in just four years

• Hear the Voice of the Team: Explore our "Life at Drata" page for employee testimonials on our collaborative and the growth opportunities available.

• Experience the Impact: See why we are consistently recognized on Fortune's Best Workplaces lists.

• Connect with Us on Socials: LinkedIn - follow us for company updates, employee stories, and career news.

Job Summary:

We are looking for a passionate sales professional with 7+ years of experience in a customer facing role selling SaaS or consulting with an ability to focus on the Enterprise space - not necessarily in the security and compliance space. Exceptional candidates are hungry to work in a fast‑paced, entrepreneurial environment, and have a proven track record of success in their past roles and experiences!

What you’ll do:

• Responsible for bringing new customers on board and consistently growing revenue by exceeding revenue targets/quota

• Develop and execute strategies for driving partnerships and revenue

• Build and manage your pipeline of prospects; become an expert on a region and understanding the complexities of that specific market

• Consult senior executives to discover their needs and educate them through an accelerated buying process

• Identify opportunities to improve our product offering based on deep understanding of the needs of our customers

What you’ll bring:

• 7+ years of experience in a customer-facing B2B SaaS Sales role, with at least 2 years in a closing new business capacity

• Ability to focus on bringing in Enterprise accounts with 1K+ full time employees

• Preferred background in the start‑up space

• Self-starter who brings ideas to life and takes pride in results

• Resourceful, finding ways to get things done regardless of the obstacles

• Organized and detail‑oriented with an ability to handle a variety of different projects

• A talented communicator and a “people person” who enjoys working with others. You are thoughtful about the ways you communicate and the impact that may have on a customer. You have the ability to sense when a conversation is progressing in a positive or negative way and have the confidence to address concerns.

• Confident but always striving to do better. You are not afraid to ask for help. You value honest, action‑oriented feedback and believe it is a tool to improve as a team.

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, employees and their dependents

• Financial Well‑be­ing: To support your retirement planning, our EOR offers a pension plan under which you contribute 5% of your basic earnings, and your employer contributes an additional 4%, helping you build a more secure financial future.

• 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.

This role will receive a competitive base salary, variable compensation, benefits, and stock, typically in the form of Restricted Stock Units (RSUs). The range of On‑Target Earnings (OTE) for this role is listed below, subject to change.

• £193,500 - £225,800 (UK)

• €232,050 - €273,000 (EMEA)

A variety of factors are considered when determining someone’s leveling and compensation–including a candidate’s professional background and experience. This range may be modified in the future and final offer amounts may vary from the amounts listed above.