Experienced Sales Director, Emerging Accounts – Remote Leadership Opportunity in SaaS Security and Compliance Automation

Introduction to Drata

Imagine being part of a revolutionary movement to build trust across the internet. At Drata, we're on a mission to make security and compliance automation accessible to all, ensuring that companies can protect their customers' data with ease and confidence. As a leader in the SaaS space, we're committed to innovation, excellence, and making a real impact. Our team of experts has developed a game-changing platform that streamlines compliance workflows, monitors security controls, and provides audit readiness – all through the power of automation.

About the Role

We're seeking an exceptional Sales Director, Emerging Accounts to join our team, leading the charge in driving new bookings and expanding our customer base. As a seasoned sales leader with a passion for the SaaS industry, you'll be responsible for managing a team of Associate Account Executives, developing and executing sales strategies, and fostering strong relationships with commercial accounts. If you're a high-performing, entrepreneurial-minded individual with a proven track record of success, we want to hear from you.

Key Responsibilities

• Manage, hire, train, and ramp a team of Emerging Sales Executives responsible for new bookings, ensuring they have the skills and support needed to succeed
• Achieve monthly, quarterly, and annual Emerging bookings quota with monthly and quarterly targets, driving revenue growth and expansion
• Develop and manage Sales Executives on productivity metrics such as deal size, win rate, and forecast accuracy, as well as leading customers through proactive sales cycles
• Coach Sales Executives on building executive relationships with commercial accounts, navigating complex deals and negotiations, and providing guidance on sales strategies and best practices
• Shape the direction of the go-to-market strategy and execution for your region, collaborating with cross-functional teams to drive success
• Work closely with Marketing, Product, and Success teams to build targeted messaging and collateral, mapping customer journeys, and identifying business needs for your region
• Conduct weekly forecast meetings, providing insights and guidance to ensure sales targets are met and exceeded
• Coach direct reports on strategies to drive closure, supporting them in client and prospect meetings, and engaging other corporate resources as required

Essential Qualifications

• 5-10+ years of experience in client-facing, management-level roles within the SaaS space, with a strong focus on commercial sales and account management
• Proven track record of success in managing high-performing sales teams, driving revenue growth, and expanding customer bases
• Exceptional relationship-building skills, with the ability to build trust and rapport with C-level executives in the Security space
• Confident in managing sales processes, negotiations, and pricing strategies, with a deep understanding of business value, legal, and procurement
• Passionate about coaching and developing others, with a successful track record as an individual contributor and a willingness to share complex closing experiences with a growing team
• Able to travel up to 25% of the time, with a flexible approach to working remotely and collaborating with distributed teams

Preferred Qualifications

• Experience in selling to C-level executives in the Security space, with a deep understanding of the industry and its challenges
• Knowledge of sales automation tools, CRM systems, and sales analytics platforms, with the ability to leverage data to drive sales strategies
• Strong understanding of security and compliance regulations, with the ability to communicate complex concepts to customers and stakeholders
• Experience in managing and developing sales teams, with a focus on coaching, mentoring, and talent development
• Strong business acumen, with the ability to drive revenue growth, expand customer bases, and contribute to the development of sales strategies

Skills and Competencies

• Leadership: Proven ability to lead and manage high-performing sales teams, with a focus on coaching, mentoring, and talent development
• Communication: Excellent communication and interpersonal skills, with the ability to build trust and rapport with customers, stakeholders, and team members
• Strategic Thinking: Ability to develop and execute sales strategies, with a focus on driving revenue growth, expanding customer bases, and contributing to the development of sales plans
• Collaboration: Strong ability to work collaboratively with cross-functional teams, including Marketing, Product, and Success, to drive sales success and customer satisfaction
• Adaptability: Flexible approach to working remotely, collaborating with distributed teams, and adapting to changing sales environments and customer needs

Career Growth Opportunities and Learning Benefits

At Drata, we're committed to the growth and development of our team members. As a Sales Director, Emerging Accounts, you'll have access to:

• Professional Development Opportunities: $500 annually towards professional development opportunities, with a focus on sales leadership, strategy, and industry trends
• Personal Development Opportunities: $250 annually towards personal development opportunities, with a focus on wellness, mindfulness, and work-life balance
• Mentorship and Coaching: Regular mentorship and coaching from experienced sales leaders, with a focus on developing your skills and expertise
• Industry Events and Conferences: Opportunities to attend industry events and conferences, with a focus on networking, learning, and staying up-to-date on the latest trends and technologies

Work Environment and Company Culture

At Drata, we're proud of our company culture, which is built on the values of:

• Trust: We trust each other to do the right thing, with a focus on transparency, accountability, and open communication
• Innovation: We're committed to innovation and excellence, with a focus on developing new solutions, improving processes, and driving growth
• Collaboration: We work collaboratively as a team, with a focus on cross-functional collaboration, mutual respect, and a shared sense of purpose
• Wellness: We prioritize wellness and work-life balance, with a focus on flexible working hours, remote work options, and employee wellness programs

Compensation, Perks, and Benefits

We offer a competitive compensation package, including:

• Base Salary: $187,500, with opportunities for growth and development based on performance and experience
• Commission: Competitive commission structure, with opportunities to earn bonuses and incentives based on sales performance
• Benefits: Comprehensive benefits package, including healthcare, HSA, FSA, and DCFSA, with a focus on supporting the well-being and financial security of our team members
• Equity: Opportunities to participate in our equity program, with a focus on rewarding and recognizing the contributions of our team members
• Flexible Time Off: Flexible vacation policy, with a focus on supporting work-life balance and employee well-being
• Parental Leave: 16 weeks paid parental leave, with a focus on supporting new parents and families
• Remote Work: Flexible remote work options, with a focus on supporting work-life balance and employee well-being
• Professional Development: Opportunities for professional development and growth, with a focus on supporting the career aspirations and goals of our team members

Conclusion

If you're a motivated, results-driven sales leader with a passion for the SaaS industry, we want to hear from you. As a Sales Director, Emerging Accounts at Drata, you'll have the opportunity to make a real impact, drive revenue growth, and contribute to the development of our sales strategies. With a competitive compensation package, comprehensive benefits, and a focus on employee well-being and growth, we're confident that you'll find a rewarding and challenging career with our team. Apply now and take the first step towards joining our mission to build trust across the internet.

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