Manage the full commercial sales cycle from prospecting to closing to exceed revenue targets and land new customers. Develop territory strategies and lead consultative discovery with senior stakeholders to align product value with business needs.
Drata
19 Remote Job Openings at Drata
Responsible for acquiring new enterprise partners and exceeding revenue targets through strategic pipeline management. The role involves consulting with senior executives to discover needs and educating them on the product offering.
Drive end-to-end GTM planning and execution for major product launches and strategic feature releases across Drata's portfolio. Act as the primary DRI to align Product, Marketing, Sales, and Customer Success while producing core launch assets and executive communications.
Manage the commercial relationship for Upper Emerging customers by driving renewals and identifying expansion opportunities. Partner with cross-functional teams to remove roadblocks and deliver value-based conversations that demonstrate ROI.
Partner with sales executives to execute strategic deals and manage technical aspects of the sales cycle, including RFPs and proof of concepts. Act as a technical bridge between clients and R&D teams to ensure product enhancements meet customer needs.
Lead end-to-end recruiting for senior and business-critical GTM roles across Sales, Business Development, and Customer Success. Partner with senior leadership to refine talent strategies and improve recruiting workflows using data and AI tools.
Build technical credibility with partners to drive integration conversations and scale the partner ecosystem through enablement and solution guidance. Collaborate with product and engineering teams to translate partner needs into technical requirements and influence the product roadmap.
Lead and mentor a team of Enterprise Customer Success Managers to drive customer satisfaction, retention, and expansion for large accounts. Develop strategic customer journeys and collaborate cross-functionally to align product improvements with enterprise customer needs.
Draft, review, and negotiate various commercial agreements including SAs, DPAs, and NDAs for domestic and international parties. Provide legal oversight and guidance across business functions while ensuring compliance with security, privacy, and corporate governance regulations.
Responsible for acquiring new enterprise partners and exceeding revenue targets through strategic pipeline management. The role involves consulting with senior executives to discover needs and educating them on the product offering.
Partner with sales executives to execute strategic deals and manage technical aspects of the sales cycle, including RFPs and proof of concepts. Communicate client needs to R&D teams and deliver powerful demos to communicate the value proposition to senior executives.
Advise customers on information security policies and audit readiness for various compliance frameworks like SOC 2 and ISO 27001. Lead control mapping and share GRC industry best practices through internal mentorship and customer-facing webinars.
Build and maintain high-impact onboarding and ongoing enablement programs to reduce ramp time and improve seller performance. Partner with Sales, Marketing, and Product teams to create playbooks and enable the field on new product launches.
Develop and manage onboarding and continuous enablement programs for post-sales and technical teams, including CSMs and Solutions Architects. Partner with Product and Marketing to create training materials, playbooks, and certifications that drive customer value and product adoption.
Own the full-cycle commercial sales motion from prospecting to closing to exceed revenue targets. Generate pipeline through outbound efforts and lead consultative discovery with senior stakeholders to align product value with customer needs.
Manage the full-cycle commercial sales process from prospecting to closing to exceed revenue targets. Develop territory strategies and lead consultative discovery with senior stakeholders to align product value with customer needs.
Draft, review, and negotiate various commercial agreements including SAs, DPAs, and NDAs for domestic and international parties. Provide legal oversight and guidance across business functions while ensuring compliance with security, privacy, and corporate governance regulations.
You will lead strategic relationships with commercial customers, acting as a trusted advisor to guide them through complex compliance programs like SOC 2 and ISO 27001. Additionally, you will own the customer journey from onboarding to renewal, driving measurable outcomes and influencing product roadmaps based on customer feedback.
This role involves shaping the architecture and owning production AI systems end-to-end, including LLM pipelines, RAG, and vector stores, while also designing evaluation systems to measure retrieval quality and reasoning accuracy. The engineer will lead technical discussions for AI architecture decisions and mentor senior engineers through collaboration and design reviews.
