Commercial Account Executive - Chicago/Minneapolis

We’re looking for a high performing Commercial Account Executive with a strong track record of quota attainment, new business generation, and consultative selling. This person thrives in a fast moving environment, takes ownership of their pipeline, and knows how to build trust with senior buyers through strong discovery, structured execution, and clear communication.

The strongest candidates will bring experience in full cycle B2B SaaS sales, a history of self generating pipeline, and the ability to operate with both urgency and discipline in an entrepreneurial environment.

We will be hiring for a Commercial AE in either Atlanta or Chicago.

- Own a full cycle commercial sales motion from prospecting through close, with a focus on landing new customers and exceeding revenue targets

- Generate and manage pipeline through outbound prospecting, referrals, partnerships, and territory development

- Lead consultative discovery with senior stakeholders to uncover business pain, validate urgency, and align Drata’s value to customer needs

- Build and execute thoughtful account and territory strategies to drive pipeline creation and revenue growth

- Run a disciplined sales process, including qualification, multithreading, mutual action planning, and accurate forecasting

- Deliver compelling, tailored presentations that connect customer priorities to business value

- Partner effectively across internal teams to move deals forward and improve the customer buying experience

- Share market feedback and customer insights that help strengthen messaging, process, and product direction

- 3+ years of experience in a customer facing B2B SaaS sales role, including at least 2 years as a quota carrying new business closer

- Clear evidence of quota overattainment, pipeline generation, or top performer recognition in prior roles

- Strong hunter mentality with a passion for creating opportunities, not just managing inbound demand

- Experience succeeding in a startup, growth stage, or build mode environment where ownership and adaptability are essential

- Experience confidently demoing software to a variety of stakeholders, with the ability to tailor presentations to customer needs, articulate business value and outcomes, and effectively progress opportunities through the sales cycle

- Familiarity with sales methodologies such as MEDDPICC, MEDDICC, SPICED, or similar frameworks

- Experience building pipeline through partnerships, local market development, or self sourced outbound strategies

- A consultative selling style with strong discovery skills and the ability to uncover customer pain, navigate buying committees, and engage executive stakeholders

- A structured approach to sales execution, including comfort with qualification frameworks, forecasting rigor, and deal planning

- Strong communication and presentation skills, with the ability to tailor messaging to different audiences and build credibility quickly

- High personal accountability, strong preparation habits, and a coachable mindset

- Resourcefulness, resilience, and a bias toward action in ambiguous environments

- Nice to have - Experience selling into security, compliance, risk, or adjacent technical buyers

This role will receive a competitive base salary, variable compensation, benefits, and/or stock, typically in the form of Restricted Stock Units (RSUs). The expected OTE range for this role is $170,000 - $210,000, subject to change.

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