Drata
Commercial Account Executive - California/Nevada
$165K–$253K
Remote - US · Remote · Full-time · Posted Sep 11, 2026
- Experience
- 3+ years in customer-facing B2B SaaS sales, including at least 2 years as a quota-carrying new-business closer.
About the job
Own the full-cycle commercial sales process for Drata, generating new business and building customer trust through consultative selling.
What you'll do
- Prospect, develop, and manage pipeline through outbound outreach, referrals, partnerships, and territory strategy.
- Lead discovery, presentations, qualification, deal planning, forecasting, and negotiations through close.
- Partner with internal teams and share customer and market feedback to improve sales and product direction.
What they ask for
- 3+ years in customer-facing B2B SaaS sales, including at least 2 years as a quota-carrying new-business closer.
- Evidence of quota overattainment, pipeline generation, or top-performer recognition.
- Experience demoing software and progressing opportunities with varied stakeholders.
- Experience in a startup, growth-stage, or build-mode environment.
Nice to have
- Experience selling to security, compliance, risk, or adjacent technical buyers.
- Familiarity with MEDDPICC, MEDDICC, SPICED, or similar sales methodologies.
Pay
$165,000 - $253,000 USD total pay (OTE)
Tools
MEDDPICC, MEDDICC, SPICED
Model-written summary · the original posting is authoritative