Sales Director
Emerging Accounts, Remote
Posted on 2/1/2024
Drata

501-1,000 employees

Security & compliance automation platform
Company Overview
Drata's mission is to restore trust across the internet. Drata helps thousands of companies streamline compliance for SOC 2, ISO 27001, HIPAA, GDPR, custom frameworks, and many more through continuous, automated control monitoring and evidence collection.
Cybersecurity
Data & Analytics
B2B

Company Stage

Series C

Total Funding

$456.2M

Founded

2020

Headquarters

San Diego, California

Growth & Insights
Headcount

6 month growth

8%

1 year growth

45%

2 year growth

250%
Locations
United States
Experience Level
Entry
Junior
Mid
Senior
Expert
Desired Skills
Sales
Marketing
CategoriesNew
Sales & Account Management
Requirements
  • 5-10+ years of experience in client-facing, management-level roles within the SaaS space
  • Experience in managing a high performing Commercial Sales team for a B2B technology company
  • Strong relationship builder with 5+ years of overall Commercial sales experience
  • Confident in managing sales processes with negotiations with pricing based on business value, legal and procurement
  • Knowledgeable in selling to C-level executives in the Security space
  • Experienced in setting quotas and managing people against those quotas
  • Passionate about coaching others with a successful track record as an individual contributor and can share relevant and complex closing experience with a growing team
  • Able to travel up to 25% of the time
Responsibilities
  • Manage, hire, train and ramp a team of Emerging Sales Executives responsible for new bookings
  • Achieve monthly, quarterly and annual Emerging bookings quota with monthly and quarterly targets
  • Develop and manage Sales Executives on productivity metrics such as deal size, win rate, and forecast accuracy as well as how to lead a customer through a proactive sales cycle
  • Coach Sales Executives through building executive relationships with Commercial accounts in their territories and through complex deals and negotiations
  • Shape the direction of the go-to market strategy and execution for your region
  • Work collaboratively with Marketing, Product and Success to build targeted messaging and collateral, and mapping a customer journey for the specific business needs of your region
  • Conduct weekly forecast meetings
  • Coach direct reports re: strategies to drive closure
  • Support direct reports by participating and leading in client and prospect meetings. Engaging other corporate resources as required
Desired Qualifications
  • Experience in the security and compliance automation platform industry
  • Experience in SaaS, security, compliance, and audit