Commercial Account Executive - Mid-Atlantic

Drata is building the trust layer between great companies - automating compliance, managing risk, and helping organizations prove trust continuously as they scale. We're Dratanauts: a global crew of 600+ professionals united by a culture that rewards integrity, ownership, and raising the bar, no matter where in the world we're working from. Why Join the Drata Team? At Drata, you're not maintaining legacy compliance software - you're building the agentic AI platform defining what trust looks like for the next generation of companies. Here's what makes the work itself worth showing up for: Problems without a playbook: You'll work at the edge of AI and security, building agentic governance, continuous compliance, and real-time trust verification to solve problems that don't have an established answer yet. You're writing it as you go. Real ownership, not just process: Our values center on owning outcomes and raising the bar, not checking boxes. You're expected to have opinions and back them. A seat at the table: Your perspective is unique and valued. Open debate and diverse viewpoints are built into how decisions actually get made here, at every level. Growth at rocketship speed: Drata is scaling fast, which means scope grows fast too. High performers get more ownership, visibility, and experience. A crew, not just coworkers: Dratanauts consistently describe a "come as you are" culture with sharp, curious people—the kind of team that makes hard problems genuinely fun to solve. See what they say here and follow us on LinkedIn for company news, employee stories, and career updates. Job Summary: We’re looking for a high performing Commercial Account Executive with a strong track record of quota attainment, new business generation, and consultative selling. This person thrives in a fast moving environment, takes ownership of their pipeline, and knows how to build trust with senior buyers through strong discovery, structured execution, and clear communication. The strongest candidates will bring experience in full cycle B2B SaaS sales, a history of self generating pipeline, and the ability to operate with both urgency and discipline in an entrepreneurial environment. We will be hiring a Commercial AE based in the D.C. area, Virginia, North Carolina or Maryland What you’ll do: Own a full cycle commercial sales motion from prospecting through close, with a focus on landing new customers and exceeding revenue targets Generate and manage pipeline through outbound prospecting, referrals, partnerships, and territory development Identify and prioritize prospects aligned to Drata’s ICP Lead consultative discovery with senior stakeholders to uncover business pain, validate urgency, and align Drata’s value to customer needs Build and execute thoughtful account and territory strategies to drive pipeline creation and revenue growth Run a disciplined sales process, including qualification, multithreading, mutual action planning, and accurate forecasting Deliver compelling, tailored presentations that connect customer priorities to business value Partner effectively across internal teams to move deals forward and improve the customer buying experience Share market feedback and customer insights that help strengthen messaging, process, and product direction What you’ll bring: 3+ years of experience in a customer facing B2B SaaS sales role, including at least 2 years as a quota carrying new business closer Clear evidence of quota overattainment, pipeline generation, or top performer recognition in prior roles Strong hunter mentality with a passion for creating opportunities, not just managing inbound demand Experience succeeding in a startup, growth stage, or build mode environment where ownership and adaptability are essential Experience confidently demoing software to a variety of stakeholders, with the ability to tailor presentations to customer needs, articulate business value and outcomes, and effectively progress opportunities through the sales cycle Familiarity with sales methodologies such as MEDDPICC, MEDDICC, SPICED, or similar frameworks Experience building pipeline through partnerships, local market development, or self sourced outbound strategies A consultative selling style with strong discovery skills and the ability to uncover customer pain, navigate buying committees, and engage executive stakeholders A structured approach to sales execution, including comfort with qualification frameworks, forecasting rigor, and deal planning Strong communication and presentation skills, with the ability to tailor messaging to different audiences and build credibility quickly High personal accountability, strong preparation habits, and a coachable mindset Resourcefulness, resilience, and a 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 How we support you: At Drata, our people are our stronges