[Remote] Enterprise Account Executive - Bay Area at Drata

United States

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

SaaS, TechnologyIndustries

Requirements

7+ years of experience in a customer-facing B2B SaaS Sales role, with at least 2 years in a closing new business capacity
Ability to focus on bringing in Enterprise accounts with 1K+ full time employees
Live in the Bay Area region
Preferred background in the start-up space
Self-starter who brings ideas to life and takes pride in results
Resourceful, finding ways to get things done regardless of obstacles
Organized and detail-oriented with ability to handle a variety of different projects
Talented communicator and “people person” who enjoys working with others, thoughtful about communication impact, senses conversation direction, and confidently addresses concerns
Confident but always striving to do better, not afraid to ask for help, values honest action-oriented feedback

Responsibilities

Bring new customers on board and consistently grow revenue by exceeding revenue targets/quota
Develop and execute strategies for driving partnerships and revenue
Build and manage pipeline of prospects; become an expert on a region and its market complexities
Consult senior executives to discover needs and educate them through an accelerated buying process
Identify opportunities to improve product offering based on deep understanding of customer needs

Skills

Key technologies and capabilities for this role

B2B SaaS SalesEnterprise SalesPipeline ManagementRevenue QuotaExecutive ConsultingClosing DealsAccount Management

Questions & Answers

Common questions about this position

What benefits are offered for this position?

Benefits include 90-100% paid premiums for medical, dental, and vision plans for employee and dependents, HSA with up to $600 annual employer contribution, 100% paid short and long term disability plus life + AD&D, $500 annually for professional development, $250 for personal development, flexible time off, 16 weeks paid parental leave, work from home with $1,000 annual home office stipend, and 401K.

Is this position remote, and what are the location requirements?

The position is remote with flexible hours and work from home options, but it is located in the Bay Area and requires candidates to live in the region.

What experience and skills are required for this role?

Candidates need 7+ years in a customer-facing B2B SaaS Sales role with at least 2 years closing new business, ability to focus on Enterprise accounts with 1K+ employees, self-starter qualities, resourcefulness, organization, detail-orientation, and strong communication skills.

What is the company culture like for this role?

The environment is fast-paced and entrepreneurial, valuing passionate, hungry professionals with a proven track record, who are self-starters, confident yet open to feedback, and thrive in team settings.

What makes a strong candidate for this Enterprise Account Executive role?

Strong candidates have 7+ years of B2B SaaS sales experience including 2+ years closing enterprise deals, a startup background preferred, and demonstrate self-starting resourcefulness, excellent communication, and a track record of exceeding targets in fast-paced environments.

Drata

Automates security and compliance processes

About Drata

Drata provides a platform that automates security and compliance processes for companies, helping them achieve and maintain continuous compliance with standards like SOC 2, ISO 27001, and HIPAA. The platform works by integrating with over 75 different technologies to continuously monitor a company's security posture and collect evidence needed for compliance audits. This automation reduces the need for manual tasks, such as taking screenshots and managing spreadsheets, making the compliance process more efficient. Drata primarily serves fast-growing technology and SaaS companies that face challenges in managing compliance due to rapid growth and complex regulations. Unlike its competitors, Drata focuses on providing a comprehensive, integrated solution that ensures clients are always audit-ready. The goal of Drata is to simplify compliance management, allowing businesses to save time and resources while building trust with their customers.

San Diego, CaliforniaHeadquarters

2020Year Founded

$319.2MTotal Funding

SERIES_CCompany Stage

Enterprise Software, CybersecurityIndustries

501-1,000Employees

Benefits

Health benefits

Learning enrichment stipends

Flexible PTO

Work from home stipend

401k

Parental leave

Risks

Integration challenges from acquisitions like oak9 may disrupt service delivery.

AI-generated responses in compliance may face client resistance over accuracy concerns.

Rapid platform expansion could strain infrastructure, risking service outages.

Differentiation

Drata automates compliance with over 75 technology integrations, streamlining audit readiness.

Founded in 2020, Drata focuses on continuous compliance for fast-growing tech companies.

Drata's AI-driven solutions reduce manual compliance tasks, enhancing efficiency and accuracy.

Upsides

Drata's acquisition of oak9 integrates compliance into the software development lifecycle.

AI Questionnaire Automation accelerates sales cycles by minimizing security review delays.

Strategic alliances, like with 360 Advanced, expand Drata's market reach and service offerings.

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