Commercial Sales Director, Drata

$297.5-367.5k

OTE

+ Variable compensation + stock, typically in the form of Restricted Stock Units (RSUs)

Senior and Expert level

Remote from US

Security and compliance automation

Open for applications

Security and compliance automation

501-1000 employees

B2BSecurityComplianceSaaSCyber SecurityCloud Computing

Open for applications

$297.5-367.5k

OTE

+ Variable compensation + stock, typically in the form of Restricted Stock Units (RSUs)

Senior and Expert level

Remote from US

501-1000 employees

B2BSecurityComplianceSaaSCyber SecurityCloud Computing

Company mission

To help companies earn and keep the trust of their users, customers, partners, and prospects.

Job

Company

Role

Who you are

Exceptional candidates are hungry to work in a fast-paced, entrepreneurial environment, and have a proven track record of recruiting, developing top talent and exceeding revenue goals
3+ years managing a full-cycle sales team in the SaaS space and leading a team of 5+ reps
7+ years in sales, preferably in SaaS
Proven success with consistently exceeding targets and surpassing competitors
Successful background with forecasting, enablement, competitive analysis and sales strategies
Strong communication skills to build relationships and and influence credibly and effectively at all levels of the organization
Ability to analyze the business and identify opportunities for improvement
Excellent mentoring, coaching and leadership skills to motivate and inspire a team
Experience working in a fast paced and dynamic environment

What the job involves

We are looking for a passionate, high-performing Commercial Sales Leader to join Drata. You'll be coming in to manage a team of Account Executives
You’ll be responsible for developing and delivering on a sales strategy in your region. You’ll also partner across the organization to ensure top level customer experience and help drive continued growth
Manage a team of Account Executives in a specific geographic region
Accurately forecast sales projections and perform competitive analyses
Provide coaching to create an environment of learning, retention and growth
Consistently strive to increase ACVs and win rates while decreasing ramp time
Develop and drive sales strategies maintaining a focus on enablement and product marketing utilization
Identify emerging markets and market shifts while being fully aware of new products and competition stats
Manage existing pipeline, forecast accurately and report on performance to business stakeholders

Our take

Traditional manual compliance workflows are tedious, error-prone and extremely hard to scale, which presents special difficulties for rapidly growing companies in maintaining strong data security. Drata enables companies to manage compliance easily, by automatic monitoring and evidence collection, building a single picture of risk across the company.

The company has several competitors offering compliance automation solutions, including Vanta and Secureframe , but Drata is unique in automating the tasks themselves rather than generating notifications for teams to action. This approach has garnered Drata a client base of thousands of companies including bambooHR, Notion and Abnormal.

Drata has grown swiftly since its 2020 founding. Iconiq Growth and GGV Capital have led Drata's impressive funding rounds. It intends to use its influx of cash to invest heavily in research and development, and to roll out new features for auditors and startups.

Freddie

Company Specialist at Welcome to the Jungle

Insights

Top investors

90% employee growth in 12 months

Glassdoor (3.4)

Company

Funding (last 2 of 4 rounds)

Dec 2022

$200m

SERIES C

Nov 2021

$100m

SERIES B

Total funding: $328.2m

Company benefits

100% coverage for medical, dental, and vision
$500 annually towards personal development opportunities
Unlimited vacation policy for strong, fully charged batteries
Flexible hours and work from home (especially these days!)
Reach your financial goals while reducing your taxes
Pre-tax savings plans for healthcare and dependent care
Work From Home Stipend
Learning Enrichment Stipends
16 weeks fully-paid parental leave
401K Retirement Plan

Company HQ

University City, San Diego, CA

Leadership

Adam Markowitz

(CEO)

Previously VP & GM at Instructure. Founder & former CEO of Portfolium. Has worked in Mechanical and Aerospace Engineering.

Daniel Marashlian

(CTO)

Former Technical Advisory Board Member at the National University. Previously Senior Director Of Engineering at Instructure. Co-founded Portfolium and RapidEngage.

Troy Markowitz

(COO)

Advisor at Knack and former Contributor to Forbes. Previously the VP of Strategy, Growth Markets at Instructure. Prior experience in Business Development.

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