Enterprise Account Executive
Job description
About the role
You own the end-to-end enterprise sales cycle for EMEA from initial discovery to closed won, owning both the strategic narrative and the commercial outcomes of each deal. You partner with customers to position Drata as the proof layer that shows great companies deserve the trust they aim to build, aligning their compliance and security needs with our platform capabilities. You are accountable for exceeding revenue targets and quota while shaping the long-term strategy for key enterprise accounts across your region. You act as the primary driver behind partnership development and pipeline creation, ensuring every initiative moves toward scalable, predictable growth. You consult senior executives to uncover needs and guide them through an accelerated buying journey, translating complex requirements into clear value. You continuously refine the market strategy by feeding customer insights back into product and positioning to sharpen our competitive edge. You embody the Driver's mindset by taking full ownership of your results, improving processes relentlessly, and delivering measurable impact quarter after quarter.
Key facts
What you'll do
Execute an enterprise sales strategy that targets and wins logos with 1,000+ full-time employees across EMEA markets.
Develop and own a multi-year account plan for strategic customers, aligning roadmap discussions and commercial milestones with their evolving priorities.
Build and continuously expand a robust pipeline of qualified opportunities that balances volume, intent, and realistic close dates.
Champion Drata's value proposition with C-suite and technical stakeholders, positioning the platform as the proof layer that underpins trust.
Lead discovery sessions to uncover complex business and compliance needs, then tailor solutions that drive urgency and executive sponsorship.
Collaborate with Customer Success and Implementation teams to ensure smooth onboarding, adoption, and expansion opportunities post-sale.
Analyze competitive landscapes and customer feedback to identify product improvement opportunities and messaging refinements.
Own the end-to-end revenue process, from initial outreach through negotiation, contracting, and executive sign-off.
Maintain rigorous forecasting and pipeline hygiene to enable accurate revenue predictions and data-driven decision-making.
Educate prospects on accelerated buying processes, reducing friction while preserving the trust and rigor they expect from enterprise vendors.
Identify and pursue co-marketing and partnership initiatives that amplify reach and credibility within priority segments.
Represent Drata at industry events and customer forums, reinforcing our reputation as a trusted, award-winning partner.
Track and report on key performance indicators, adjusting tactics to optimize conversion rates and sales cycle length.
Act as a thought leader in the compliance and security proof layer space, articulating how Drata reduces risk and accelerates trust.
Requirements
7+ years of experience in customer-facing B2B SaaS sales roles, with at least 2 years in a closing new business capacity.
A proven ability to focus on bringing in enterprise accounts with 1,000+ full-time employees across EMEA regions.
A background in startup environments preferred, with comfort operating in fast-paced, ambiguous, and rapidly evolving conditions.
A self-starter who brings ideas to life and takes pride in tangible results and ownership of outcomes.
Resourceful by nature, finding ways to get things done regardless of obstacles, ambiguity, or competing priorities.
Highly organized and detail-oriented, with the ability to manage a variety of projects, stakeholders, and timelines simultaneously.
A talented communicator and people person who enjoys working with others, with thoughtful communication styles adapted to audience and context.
The confidence to recognize when a conversation is shifting and the ability to address concerns directly and constructively.
A growth mindset that seeks honest, action-oriented feedback and uses it as a tool for personal and team improvement.
Nice to have
Preferred background in the start-up space.
Practical notes
Work is remote across EMEA; flexibility in hours is expected to collaborate across time zones.
No travel or visa requirements are specified in the source material.
There is no compensation or benefits information listed in the source material to include on this page.
No deadlines or specific application instructions are provided in the source material; interested candidates should follow standard company channels.