Strategic Commercial SaaS Account Executive

Notable Capital; California (MO); On-site; USD 110,000 - 170,000; Full time

Benefits offered by this job

Stock equity

Health insurance

401(k) plan

Life and disability insurance

Parental leave

Growth & development stipends

Time off & flexibility

Job summary

Drata is hiring a Commercial Account Executive to own a full cycle B2B SaaS sales process, from prospecting to close. You will land new customers, manage outbound and referrals, and build targeted territory strategies.

The right candidate excels at consultative discovery with senior buyers, demonstrates a hunter mentality, and thrives in a fast-moving startup environment with ownership and accountability.

Qualifications

• 3+ years in a customer facing B2B SaaS sales role, including 2+ years closing new business
• Consistent quota overachievement and pipeline generation
• Experience selling to senior buyers and executives
• Startup/growth-stage experience with ownership and adaptability
• Comfort/demoing software to diverse stakeholders and tailoring value
• Familiarity with MEDDPICC, MEDDICC, SPICED, or similar frameworks
• Proven ability to build pipeline via partnerships, local market development, or outbound
• Consultative selling style with strong discovery and executive alignment
• Structured sales execution with qualification, forecasting, and deal planning
• Strong communication, presentation skills, and credibility

Responsibilities

• Own a full cycle commercial sales motion from prospecting to close, landing new customers and exceeding targets
• Generate and manage pipeline through outbound prospecting, referrals, partnerships, and territory development
• Identify and prioritize prospects aligned to ICP
• Lead consultative discovery with senior stakeholders to uncover pain and urgency
• Build and execute account and territory strategies to drive pipeline and revenue
• Run a disciplined sales process with qualification, multithreading, and mutual action planning
• Deliver tailored presentations connecting priorities to business value
• Collaborate with internal teams to move deals forward and improve the buying experience
• Share market feedback to strengthen messaging, process, and product direction

Skills

Quota attainment

Hunter mentality

Startup experience

Software demos

MEDDPICC / SPICED aware

Self-sourced outbound

Stakeholder discovery

Account strategy

Forecasting discipline

Presentation skills

Job description

Drata is hiring a Commercial Account Executive to own a full cycle B2B SaaS sales process, from prospecting to close. You will land new customers, manage outbound and referrals, and build targeted territory strategies.

The right candidate excels at consultative discovery with senior buyers, demonstrates a hunter mentality, and thrives in a fast-moving startup environment with ownership and accountability.