Enterprise Account Executive - Southeast

Drata; San Francisco (CA); On-site; USD 270,000 - 315,000; Full time

Benefits offered by this job

Stock equity

Health & wellness

401(k) plan

Parental leave

Growth stipends

Flexible vacation

Job summary

Drata is seeking a seasoned Enterprise SaaS Sales professional to drive partnerships and revenue in the San Francisco market. You will own the full sales cycle, from prospecting to closing, focusing on large-scale customer opportunities and 1K+ employees.

Bring 7+ years of customer-facing B2B SaaS experience, a proven track record closing new business, and the ability to navigate executive conversations. This role offers a competitive base, variable compensation, RSUs, and strong growth

Qualifications

• 7+ years of experience in a customer-facing B2B SaaS sales role.
• At least 2 years closing new business.
• Enterprise accounts with 1K+ employees.

Responsibilities

• Own the full sales cycle from prospecting to closing.
• Identify prospects based on mission alignment and enterprise fit.
• Develop and execute strategies for driving partnerships and revenue.
• Build and manage your pipeline with regional market knowledge.
• Consult senior executives to uncover needs and accelerate decisions.
• Identify opportunities to improve our product offering based on partner needs.

Skills

Enterprise sales

B2B SaaS

Customer-facing

Negotiation

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.

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 environment and 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 partners on board and consistently growing revenue by exceeding revenue targets/quota.
• Identify prospects based on their mission alignment.
• 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 partners.

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.
• Mission-Driven and focused on using talents to make the world a better place.
• 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.

• 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.

This role will receive a competitive base salary, variable compensation, benefits, and stock, typically in the form of Restricted Stock Units (RSUs). The expected range of On-Target Earnings for this role is $270,000 - $315,000, subject to change.

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.