Teams at Drata

Provide advanced technical support for enterprise B2B SaaS customers, serving as an escalation point for complex integrations, compliance workflows, SSO/SCIM issues, APIs, and data synchronization. Partner with customers during onboarding and audit preparation, lead root cause analysis, manage escalations, collaborate with Product and Engineering, mentor support specialists, and improve documentation and support processes while meeting service-level and customer satisfaction targets.

Leads the East enterprise sales team, driving quota attainment, account-based execution, forecasting discipline, win-rate improvement, and complex deal strategy. Manages, coaches, and performance-manages Account Executives while developing scalable sales processes and enterprise go-to-market motions. Partners cross-functionally with Marketing, Product, RevOps, Enablement, Solutions Engineering, Legal, and Customer Success to improve deal velocity, customer engagement, and segment performance.

Own the full-cycle commercial B2B SaaS sales process, from prospecting and pipeline generation through closing new business. Build territory and account strategies, conduct consultative discovery, deliver tailored software demonstrations, manage qualification and forecasting, and engage executive stakeholders. The role requires quota attainment, self-sourced pipeline generation, strong communication, and experience selling in startup or growth-stage environments. Familiarity with MEDDPICC, MEDDICC, SPICED, or similar sales methodologies is preferred.