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Salary: USD 255,000 - 391,000 / annual
Drata is a high-growth compliance automation and security assurance SaaS platform (founded 2020, 600+ employees) building the trust layer for enterprises. The company is scaling its agentic AI platform for continuous compliance, governance, and real-time trust verification.
You will lead the Enterprise Sales team for the East region, managing a team of Account Executives while operating as a strategic force multiplier. This is a people-management role with significant cross-functional influence and accountability for segment performance.
Key Responsibilities:
- Drive high-performance sales execution: Achieve and exceed sales targets through exceptional team leadership and selective individual contributions. Build a culture of account-based execution excellence with multi-threading rigor, clear activity expectations, and consistent accountability.
- Implement high-quality forecasting discipline to ensure predictability and transparency into pipeline health and revenue expectations.
- Drive improvements in ACVs, win rates, sales cycle efficiency, and ramp time through coaching, enablement alignment, and process discipline.
- Own strategic initiatives: Proactively identify and drive initiatives that improve productivity, sales execution, segment performance, and organizational scaling.
- Serve as a key partner to Marketing, Product, RevOps, Enablement, and Solutions Engineering, ensuring tight alignment on go-to-market motions and surfacing customer and market insights.
- Influence product roadmap, messaging, and market strategy by contributing pattern-based feedback from the field.
- Lead with a senior-level mindset: Operate as a thought leader within the Enterprise program, shaping how the segment scales and identifying risks and opportunities proactively.
- Step up to solve ambiguous problems, bring clarity to the team, and deliver high-impact work.
- Demonstrate executive presence in internal forums, customer conversations, and leadership discussions, representing the Enterprise segment credibly at the highest levels.
- Coach, develop, and performance manage: Set clear expectations for account-based execution, multi-threading, deal hygiene, and enterprise sales fundamentals.
- Hold the team accountable to activity, impact, and results, driving a culture of ownership and continuous improvement.
- Implement structured, data-informed performance management to elevate or exit reps based on consistent trends.
- Mentor Account Executives to become exceptional operators, improving qualification rigor, account and territory planning, and executive engagement strategy.
Requirements:
- 5+ years leading quota-carrying enterprise/strategic sales teams, ideally in a high-growth B2B SaaS environment.
- 10+ years in quota-carrying sales roles, with a track record of consistently exceeding targets in complex, multi-stakeholder enterprise deals.
- Demonstrated success building and scaling enterprise sales motions, including account planning, territory design, and multi-threaded engagement strategies with large organizations.
- Experience coaching reps on navigating long, complex sales cycles: multi-stakeholder buying committees, procurement, legal, and executive-level negotiations.
- Strong analytical and strategic skill set, with experience in forecasting accuracy, account segmentation, and identifying levers to improve win rates and deal velocity at the enterprise level.
- Proven ability to influence cross-functional partners (Marketing, Customer Success, Solutions Engineering, Legal) and drive alignment on enterprise go-to-market strategy.
- High executive presence with the ability to engage and build trust with C-suite and senior buyer personas, both directly and in support of the team.
- Exceptional communication skills and the ability to lead teams through organizational change, market shifts, or evolving go-to-market strategy.
- Track record of strong performance management, mentorship, and developing sellers capable of running strategic, high-value deal cycles.
- Ability to operate independently, think strategically about account and territory strategy, and contribute to broader go-to-market planning as the business scales.
