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Salary: USD 165,000 - 253,000 / annual
Drata is a compliance automation and security assurance platform founded in 2020, now scaling with 600+ employees. The company is building an agentic AI platform for continuous compliance, risk management, and trust verification—solving next-generation problems at the intersection of AI and security.
You will own a full-cycle commercial sales motion for new business generation in California or Nevada. This includes prospecting through close, pipeline generation via outbound, referrals, and partnerships, and territory development. You'll identify and prioritize prospects aligned to Drata's ideal customer profile, lead consultative discovery with senior stakeholders, and build account/territory strategies to drive pipeline and revenue growth.
Key responsibilities:
- Own end-to-end sales cycle from prospecting through close, with focus on new customer acquisition and revenue targets
- Generate and manage pipeline through outbound prospecting, referrals, partnerships, and territory development
- Conduct consultative discovery with senior stakeholders to uncover pain, validate urgency, and align Drata's value
- Run disciplined sales process: qualification, multithreading, mutual action planning, forecasting
- Deliver tailored presentations connecting customer priorities to business value
- Partner across internal teams to advance deals and improve buyer experience
- Share market feedback and customer insights to strengthen messaging, process, and product
You'll work in a fast-moving, ownership-driven culture that rewards integrity and raising the bar. The company emphasizes real ownership over process, open debate, and rapid scope growth for high performers.
REQUIREMENTS:
- 3+ years in customer-facing B2B SaaS sales, with at least 2 years as a quota-carrying new business closer
- Clear evidence of quota overattainment, pipeline generation, or top performer recognition
- Strong hunter mentality; passion for creating opportunities, not just managing inbound
- Experience in startup, growth-stage, or build-mode environments requiring ownership and adaptability
- Ability to demo software confidently to varied stakeholders, tailor presentations, articulate business value, and progress opportunities
- Familiarity with sales methodologies (MEDDPICC, MEDDICC, SPICED, or similar)
- Experience building pipeline through partnerships, local market development, or self-sourced outbound
- Consultative selling style with strong discovery skills; ability to navigate buying committees and engage executives
- Structured sales execution approach: qualification frameworks, forecasting rigor, deal planning
- Strong communication and presentation skills; ability to tailor messaging and build credibility quickly
- High personal accountability, strong preparation habits, coachable mindset
- Resourcefulness, resilience, bias toward action in ambiguous environments
- Strong judgment, integrity, customer focus
- Nice to have: Experience selling into security, compliance, risk, or adjacent technical buyers
