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Salary: USD 165,000 - 253,000 / annual
Drata is a compliance automation and security assurance platform helping organizations prove trust continuously as they scale. The company is building an agentic AI platform for governance, continuous compliance, and real-time trust verification.
You will own a full-cycle commercial sales motion focused on landing new customers and exceeding revenue targets in the Mid-Atlantic region (D.C., Virginia, North Carolina, Maryland). Your responsibilities include:
- Prospecting and pipeline generation through outbound, referrals, partnerships, and territory development
- Identifying and prioritizing prospects aligned to Drata's ideal customer profile
- Leading consultative discovery with senior stakeholders to uncover pain points and validate urgency
- Building and executing account and territory strategies to drive pipeline and revenue growth
- Running a disciplined sales process with qualification, multithreading, mutual action planning, and forecasting
- Delivering tailored presentations connecting customer priorities to business value
- Partnering across internal teams to advance deals and improve the buying experience
- Sharing market feedback and customer insights to strengthen messaging, process, and product direction
Drata values ownership, integrity, and raising the bar. You'll work in a fast-moving, entrepreneurial environment with real decision-making authority and visibility. The company offers equity, comprehensive health and wellness benefits, financial well-being support, family support including parental leave, generous professional development stipends, and flexible time off.
REQUIREMENTS:
- 3+ years in a customer-facing B2B SaaS sales role, 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 with passion for creating opportunities
- Experience in startup, growth-stage, or build-mode environments requiring ownership and adaptability
- Ability to confidently demo software to various stakeholders and tailor presentations to customer needs
- 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 and ability to navigate buying committees
- Structured approach to sales execution with comfort in qualification frameworks and forecasting
- Strong communication and presentation skills; ability to build credibility quickly
- High personal accountability, strong preparation habits, coachable mindset
- Resourcefulness, resilience, bias toward action in ambiguous environments
- Strong judgment, integrity, and customer focus
- Nice to have: Experience selling into security, compliance, risk, or adjacent technical buyers
