SaaS Commercial Account Executive – High-Impact Growth

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 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