Drata

Sales

• Lead a team of Account Executives and drive high-performance sales execution
• Achieve and exceed sales targets through team leadership and selective individual contributions
• Build account-based execution excellence with multi-threading rigor, activity expectations, and accountability
• Maintain forecasting discipline and transparency into pipeline health and revenue expectations
• Improve ACVs, win rates, sales-cycle efficiency, and ramp time through coaching, enablement alignment, and process discipline
• Identify and drive strategic initiatives improving productivity, sales execution, segment performance, and organizational scalability
• Partner with Marketing, Product, RevOps, Enablement, and Solutions Engineering on go-to-market alignment
• Provide field feedback to influence product roadmap, messaging, and market strategy
• Prioritize cross-functional initiatives affecting win rates, deal velocity, and enterprise customer decisions
• Shape Enterprise program strategy and identify risks and opportunities
• Represent the Enterprise segment in internal forums, customer and prospect conversations, and leadership discussions
• Coach, mentor, and performance-manage Account Executives
• Establish expectations for account-based execution, multi-threading, deal hygiene, and enterprise sales fundamentals
• Drive data-informed performance management and continuous improvement
• Develop sellers' qualification, account and territory planning, and executive engagement capabilities

Director, Enterprise Sales – East

Account Executive

• Bring new customers on board and consistently grow revenue by exceeding revenue targets/quota
• Build and manage a prospect pipeline
• Become an expert on a region and understand its market complexities
• Identify and execute outbound strategies to build consistent pipeline and exceed quota
• Develop and execute partnership and revenue-driving strategies
• Consult senior executives to discover needs and educate them through an accelerated buying process
• Identify product improvement opportunities based on partner needs

Revenue Operations

• Own and operate core GTM systems, including Salesforce, sales engagement, marketing automation, and BI tools
• Translate GTM requirements into scalable workflows, automations, and processes across Sales, Marketing, Partnerships, and Account Management
• Maintain and optimize lead routing, account assignment, opportunity stages, and forecasting frameworks
• Build dashboards and analytics covering pipeline health, funnel conversion, rep productivity, bookings, and forecast accuracy
• Identify underperformance and whitespace opportunities and provide recommendations
• Provide GTM reporting for leadership, investors, and the Board
• Support forecasting cadences, quarterly planning, and coverage modeling for two segments
• Support Enterprise AEs with deal support, pricing workflows, approval routing, and data accuracy
• Build and refine segmentation, territory models, and capacity planning frameworks
• Lead programs for pipeline generation, pricing strategy, sales productivity, and stage conversion improvements
• Evaluate and implement GTM tools
• Own data accuracy across accounts, contacts, opportunities, and forecasting artifacts
• Implement standards, documentation, and processes to keep GTM systems clean, reliable, and audit-ready
• Troubleshoot issues and refine workflows to minimize friction for field teams
• Work with Data and Analytics to build and deploy AI solutions improving efficiency, productivity, and resource optimization

Revenue Operations Manager

Data Engineer

• Strategize and execute Drata’s data engineering vision
• Build data products serving analytics, product and engineering services, and ML/AI models
• Optimize query performance, data ingestion, and processing time
• Contribute to the data modeling layer
• Build strong data governance processes
• Create data engineering training and documentation for analysts
• Interview, hire, and train future data engineers
• Administer data orchestration using ETL, ELT, Reverse ETL, and modern tools
• Automate processes in accordance with the company’s automation value
• Enable teams to self-serve data and reporting for projects and decisions

Staff Data Engineer

• Own the full-cycle commercial sales motion from prospecting through close
• Land new customers and exceed revenue targets
• Generate and manage pipeline through outbound prospecting, referrals, partnerships, and territory development
• Identify and prioritize prospects aligned to Drata’s ideal customer profile
• Lead consultative discovery with senior stakeholders
• Uncover business pain, validate urgency, and align Drata’s value to customer needs
• Build and execute account and territory strategies
• Drive pipeline creation and revenue growth
• Run qualification, multithreading, mutual action planning, and accurate forecasting
• Deliver tailored presentations connecting customer priorities to business value
• Partner across internal teams to move deals forward and improve the customer buying experience
• Share market feedback and customer insights to strengthen messaging, process, and product direction

Director, Enterprise Sales – East

Account Executive

Revenue Operations Manager

Staff Data Engineer

Commercial Account Executive