Remote Commercial AE - SaaS New Business

Careers at Drata; California (MO); 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 seeking a high performing Commercial Account Executive for California or Nevada remote. You will own a full-cycle commercial sales motion, land new customers, and exceed revenue targets while building trust with senior buyers.

The role requires self-generation of pipeline, outbound prospecting, and disciplined execution using MEDDPICC or similar frameworks. You will collaborate across teams to accelerate deals and deliver compelling presentations.

Qualifications

• 3+ years in customer-facing B2B SaaS sales.
• 2+ years as a quota-carrying new business closer.
• Proven quota overachievement or top performer.
• Strong hunter mentality with outbound focus.
• Experience in startup/growth environments.
• Ability to demo software to diverse stakeholders.
• Familiarity with MEDDPICC/MEDDICC/SPICED.
• Proven pipeline via partnerships or self-sourced outbound.
• Consultative selling with discovery and executive engagement.
• Structured sales execution with forecasting and deal planning.
• Strong communication and presentation skills.
• Accountability and coachable mindset.
• Resilience and bias toward action.
• Integrity and customer focus.
• Nice to have: selling into security/compliance.

Responsibilities

• Own full-cycle commercial sales from prospecting to close.
• Generate and manage pipeline via outbound, referrals, partnerships.
• Identify prospects aligned to ICP.
• Lead discovery with senior stakeholders to uncover pains.
• Build and execute account and territory strategies.
• Run disciplined sales process: qualification, multithreading, MAP, forecasting.
• Deliver tailored presentations linking priorities to business value.
• Collaborate with internal teams to move deals forward.
• Share market feedback to improve messaging and product direction.

Skills

Quota attainment

Pipeline generation

Discovery skills

MEDDPICC familiarity

Demoing software

Account planning

Storytelling / presentations

Cross-functional collaboration

Forecasting discipline

Job description

Drata is seeking a high performing Commercial Account Executive for California or Nevada remote. You will own a full-cycle commercial sales motion, land new customers, and exceed revenue targets while building trust with senior buyers.

The role requires self-generation of pipeline, outbound prospecting, and disciplined execution using MEDDPICC or similar frameworks. You will collaborate across teams to accelerate deals and deliver compelling presentations.