Rvp – Enterprise Sales

We’re looking for a passionate and high-performing Regional Vice President (RVP), Enterprise Sales to join Drata. Reporting directly to the VP of Sales, you’ll be responsible for managing and scaling a team of Enterprise Account Executives. This is a key leadership role for someone with a strong track record of accelerating growth, building customer trust, and driving strategic revenue within enterprise segments.

The ideal candidate thrives in fast-paced, entrepreneurial environments and brings a history of delivering results in high-growth SaaS or cybersecurity companies. If you’re ready to roll up your sleeves, make an immediate impact, and be a high-visibility contributor, we’d love to hear from you!!

What you’ll do:

• Lead, manage, and scale a team of Enterprise Account Executives across the East Coast region, including recruiting, hiring, onboarding, and ongoing development.
• Drive new logo acquisition and account expansion to achieve annual enterprise bookings targets, with accountability for monthly and quarterly goals.
• Develop and manage team performance through key metrics such as deal size, win rate, pipeline coverage, forecast accuracy, and sales cycle execution.
• Coach Enterprise Account Executives on building and sustaining executive-level relationships, navigating complex sales cycles, and closing strategic enterprise deals.
• Shape and execute the go-to-market strategy for the region, collaborating cross-functionally with Product Marketing, Product, Engineering, and GTM leadership to represent market and customer needs.
• Partner with Marketing, Product, and Customer Success to align messaging, collateral, and customer journey strategies specific to the region’s priorities.
• Conduct weekly forecast and pipeline reviews, provide deal coaching, and actively support reps in high-value customer and prospect engagements.
• Engage internal stakeholders and executive sponsors to accelerate deal progression and ensure strategic alignment.

What you’ll bring:

• 5+ years of enterprise sales leadership experience, with a proven track record of managing high-performing teams in B2B SaaS.
• 8–12+ years total experience in enterprise sales, ideally within cybersecurity or related industries.
• Successful history of consistently exceeding annual quotas across new and expansion business.
• Strong background in leading complex sales processes involving multiple stakeholders, executive alignment, business-value-driven pricing, and enterprise procurement/legal negotiations.
• Skilled at setting quotas and holding teams accountable through clear performance metrics.
• Deep experience selling to CISOs, CIOs, and other C-level decision-makers in the security space.
• Passionate about coaching and developing others, with personal success as an individual contributor and the ability to share relevant, complex closing strategies.
• Excellent communication, executive presence, and cross-functional collaboration skills.
• Willing and able to travel up to 50% of the time across the East Coast region.

Benefits:

• Healthcare: 90-100% paid premiums for medical, dental, and vision plans for employee and dependents + on demand health care concierge
• HSA, FSA, & DCFSA: Pre-tax savings plans for healthcare and dependent care, with up to a $600 annual employer contribution to the HSA plan (if enrolled in HSA medical plan)
• 100% paid short and long term disability plus life + AD&D benefits
• Learning & Development: $500 annually towards professional development opportunities + $250 annually towards personal development opportunities
• Flexible Time Off: Flexible vacation policy for strong, fully charged batteries
• 16 Weeks Paid Parental Leave: An inclusive policy to ensure you have time with your newborn, newly adopted, or foster child
• Work Remotely: Flexible hours and work from home + $1,000 annually to cover necessary business related items for your home office
• 401K: Reach your financial goals while reducing your taxes

This role will receive a competitive base salary, variable compensation, benefits, and stock, typically in the form of Restricted Stock Units (RSUs). The expected range of On-Target Earnings for this role is $361,250 - $446,300, subject to change.

A variety of factors are considered when determining someone’s leveling and compensation–including a candidate’s professional background and experience. These ranges may be modified in the future and final offer amounts may vary from the amounts listed above.