Commercial Account Executive - Atlanta/Chicago

📋 Description

• Own full-cycle sales from prospecting to close; land new customers and exceed targets.
• Generate and manage pipeline via outbound prospecting, referrals, partnerships, and territory development.
• Identify and prioritize prospects aligned to Drata's ICP.
• Lead discovery with senior stakeholders to uncover pain and urgency.
• Build and execute account/territory strategies to drive pipeline and revenue.
• Run a disciplined sales process: qualification, multithreading, mutual action planning, forecasting.
• Deliver tailored presentations linking priorities to business value.
• Partner with internal teams to move deals forward and improve the buying experience.
• Share market feedback to strengthen messaging, process, and product direction.

🎯 Requirements

• 3+ years in customer facing B2B SaaS sales; >=2 years as quota-carrying closer.
• Proven quota overachievement and pipeline generation.
• Strong hunter mentality; thrives on creating opportunities.
• Experience in startup/growth/build mode; ownership and adaptability.
• Experience demoing software to stakeholders; tailor to needs and outcomes.
• Familiarity with MEDDPICC, MEDDICC, SPICED, or similar frameworks.
• Experience building pipeline via partnerships, local market development, or outbound.
• Consultative selling with strong discovery; navigate buying committees and executive stakeholders.

🎁 Benefits

• Shared equity to share in company growth.
• Health & Wellness: employer-paid premiums for medical, dental, and vision for employees and dependents.
• Financial well-being: 401(k), life & disability insurance, tax-advantaged accounts, discounted offerings.
• Family support: Parental Leave after six months; Kindbody benefits and leave specialists.
• Growth & Development: annual stipends and internal learning opportunities.
• Time off & flexibility: flexible vacation, paid holidays, and rest policy.