Remote Commercial Account Executive – Mid-Atlantic

Drata; Atlantic (IA); Hybrid; USD 165,000 - 253,000; Full time

Benefits offered by this job

Stock equity

Health insurance

401(k) plan

Parental Leave

Job summary

Drata is hiring a Commercial Account Executive to drive a full-cycle B2B SaaS sales motion from prospecting to close. You will generate and manage pipeline, target new business, and lead consultative discovery with senior buyers to validate urgency and align our value proposition.

Based in the DC area or surrounding states (Virginia, North Carolina, Maryland) with a remote-friendly setup, you will build strategic account plans, forecast accurately, and collaborate across teams to accelerate

Qualifications

• 3+ years in a customer-facing B2B SaaS sales role with at least 2 years closing new business.
• Proven quota over-attainment and pipeline generation in prior roles.
• Experience selling to senior stakeholders and managing buying committees.
• Familiarity with MEDDPICC, MEDDICC, SPICED or similar frameworks.

Responsibilities

• Own a full-cycle commercial sales motion from prospecting through close.
• Generate and manage pipeline via outbound prospecting, referrals, partnerships, and territory development.
• Lead consultative discovery with senior stakeholders to uncover pain and urgency.
• Build and execute account/territory strategies to drive pipeline and revenue growth.
• Deliver tailored presentations linking priorities to business value.
• Collaborate across teams to move deals forward and improve the customer buying experience.
• Maintain disciplined qualification, multithreading, mutual action planning, and forecasting.

Skills

B2B SaaS sales

Quota attainment

Hunter mentality

Discovery skills

Executive stakeholder engagement

MEDDPICC / MEDDICC familiarity

Forecasting

Software demonstrations

Job description

Drata is hiring a Commercial Account Executive to drive a full-cycle B2B SaaS sales motion from prospecting to close. You will generate and manage pipeline, target new business, and lead consultative discovery with senior buyers to validate urgency and align our value proposition.

Based in the DC area or surrounding states (Virginia, North Carolina, Maryland) with a remote-friendly setup, you will build strategic account plans, forecast accurately, and collaborate across teams to accelerate