Note: The job is a remote job and is open to candidates in USA. Drata is a mission-driven company that helps organizations build and maintain trust with their stakeholders. They are seeking a strategic Senior Manager, Commercial Sales to lead a team of Account Executives, drive sales execution, and influence cross-functional initiatives to enhance segment performance.
Responsibilities
- Achieve and consistently exceed sales targets through exceptional team leadership and selective individual contributions
- Build a culture of pipeline generation excellence, ensuring outbound rigor, clear activity expectations, and consistent accountability across the team
- Implement and maintain high-quality forecasting discipline, ensuring predictability and transparency into pipeline health and revenue expectations
- Drive improvements in ACVs, win rates, sales cycle efficiency, and ramp time through coaching, enablement alignment, and process discipline
- Proactively identify, define, and drive strategic initiatives that improve productivity, sales execution, segment performance, or how the org scales
- Serve as a key partner to Marketing, Product, RevOps, Enablement, and Solutions, ensuring tight alignment on GTM motions and surfacing customer and market insights
- Influence product roadmap, messaging, and market strategy by contributing meaningful, pattern-based feedback from the field
- Act as a cross-functional liaison to prioritize initiatives that impact conversion rates, outbound performance, and the customer decision process
- Operate as a thought leader within the Commercial program, shaping how the segment evolves and identifying risks/opportunities early
- Step up—without being asked—to solve ambiguous problems, provide clarity, and deliver high-impact work that moves the business forward
- Demonstrate executive presence in internal forums, customer conversations, and leadership discussions
- Bring forward actionable market observations and recommend clear next steps that help the business scale responsibly and efficiently
- Set clear expectations for outbound execution, pipeline creation, deal hygiene, and sales fundamentals
- Hold the team accountable to activity, impact, and results, driving a culture of ownership and continuous improvement
- Implement structured, data-informed performance management to elevate or exit reps based on consistent trends, not lagging indicators
- Mentor AEs to become exceptional operators—improving qualification rigor, territory planning, and outbound strategy
Skills
- 5+ years leading full-cycle SaaS sales teams, ideally within a high-growth environment
- 10+ years in quota-carrying sales roles with a proven track record of exceeding goals
- Demonstrated success in building repeatable pipeline engines, coaching outbound behaviors, and driving consistent pipeline coverage
- Strong analytical and strategic skill sets, with experience in forecasting, segmentation, and identifying levers to improve conversion
- Proven ability to influence cross-functional partners and drive alignment on key go-to-market motions
- High executive presence, exceptional communication, and the ability to lead teams through change
- A reputation for strong performance management, mentoring, and developing talent
- Ability to think strategically, operate independently, and contribute meaningfully to scaling the business and shaping program direction
Benefits
- Stock equity to ensure that as the company grows, you share directly in that success
- Up to 100% employer-paid premiums for medical, dental, and vision coverage for employees •and their dependents•, along with comprehensive wellness benefits and healthcare concierge services designed to support your needs beyond traditional insurance.
- A comprehensive suite of financial benefits, including a 401(k) plan, company-paid life and disability insurance, tax-advantaged spending accounts, and a range of discounted voluntary offerings to help you customize and strengthen your overall financial position.
- Paid Parental Leave policy, after six months of employment
- Employees also receive access to Kindbody fertility and family-building benefits and dedicated leave specialists who help guide you through the entire process.
- Generous annual stipends for both professional and personal development, empowering you to invest in your continued growth.
- Access to a wide range of internal learning opportunities, ensuring you can build new skills, deepen your expertise, and advance your career with confidence.
- Flexible vacation policy, paid holidays, and other perks to recharge
Company Overview