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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in full-cycle B2B SaaS sales, including pipeline generation, consultative selling, and tailored presentations. Proven ability to exceed revenue targets and engage with senior stakeholders to align solutions with customer needs.
Highest-signal resume keywords
B2B SaaS Sales ExperienceQuota-Carrying New Business CloserConsultative Selling StylePipeline GenerationFamiliarity with MEDDPICC or MEDDICC
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Pipeline ManagementSales ForecastingAccount Strategy DevelopmentQualification FrameworksOpportunity CreationTailored PresentationsConsultative DiscoverySales MethodologiesRevenue GrowthCustomer Needs Analysis
Soft Skills
Strong Communication SkillsResourcefulnessResilienceHigh Personal AccountabilityCoachable Mindset
Industry Keywords
Startup EnvironmentGrowth-Stage SalesCustomer-Facing RoleExecutive Stakeholder EngagementMarket Development
About the role
Key responsibilities & impact- 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
Requirements
What you’ll need- 3+ years of experience in a customer-facing B2B SaaS sales role
- At least 2 years as a quota-carrying new business closer
- Evidence of quota overattainment, pipeline generation, or top-performer recognition
- Strong hunter mentality and experience creating opportunities
- Experience in a startup, growth-stage, or build-mode environment
- Experience confidently demoing software and tailoring presentations to customer needs
- Familiarity with MEDDPICC, MEDDICC, SPICED, or similar sales methodologies
- Experience building pipeline through partnerships, local market development, or self-sourced outbound strategies
- Consultative selling style with strong discovery skills
- Ability to uncover customer pain, navigate buying committees, and engage executive stakeholders
- Structured sales execution, qualification frameworks, forecasting rigor, and deal planning
- Strong communication and presentation skills
- High personal accountability, preparation habits, and coachable mindset
- Resourcefulness, resilience, and bias toward action
- Strong judgment, integrity, and customer focus
- Nice to have: experience selling into security, compliance, risk, or adjacent technical buyers
- Must be located in the United States
- Must answer whether sponsorship will be required to work in the United States
Benefits
Comp & perks- Stock equity
- Up to 100% employer-paid medical, dental, and vision premiums for employees and dependents
- Comprehensive wellness benefits
- Healthcare concierge services
- 401(k) plan
- Company-paid life and disability insurance
- Tax-advantaged spending accounts
- Discounted voluntary offerings
- Paid parental leave after six months of employment
- Kindbody fertility and family-building benefits
- Dedicated leave specialists
- Generous annual professional and personal development stipends
- Internal learning opportunities
- Flexible vacation policy
- Paid holidays
- Other recharge perks