Jobs at Drata

Supports a portfolio of commercial B2B SaaS customers by monitoring technical health, resolving bounded integration questions, improving platform adoption, and identifying renewal risks. Creates scalable enablement resources, including academy content, help articles, videos, workshops, and webinars. Partners with Customer Success, Product, and Education teams; documents issues, participates in UAT, supports AI-powered compliance workflows, and escalates complex technical problems.

Drive outbound prospecting to generate qualified meetings for Emerging AEs using cold calls, email, and social selling. Research accounts, qualify opportunities, manage pipeline in Salesforce, hit weekly/monthly activity and meeting metrics, and engage C-suite prospects. Collaborate with account executives and use tools like Outreach, LinkedIn Navigator, and ZoomInfo.

Own the full-cycle commercial sales process from prospecting through closing, generate and manage pipeline, conduct consultative discovery, present tailored software solutions, and exceed revenue targets. Develop territory and account strategies, engage senior stakeholders, forecast accurately, and collaborate cross-functionally to advance deals. The role requires strong B2B SaaS closing experience, self-sourced pipeline generation, sales methodology expertise, and the ability to sell to security, compliance, risk, or technical buyers.

Enterprise Account Executive responsible for acquiring new enterprise customers, exceeding revenue quotas, building and managing an EMEA pipeline, developing partnerships, consulting senior executives, and accelerating SaaS buying processes. The role requires 7+ years of B2B SaaS sales experience, including new-business closing, enterprise account experience, and professional fluency in English plus French or German.

Own full-stack development of customer-facing AI features using React, TypeScript, Node.js, and Python. Build streaming interfaces, agentic workflows, RAG-powered experiences, feedback loops, observability, and testing. Partner with AI engineers, product managers, and designers to translate LLM capabilities into intuitive compliance products. Mentor engineers and establish reusable patterns for AI feature development.

Own and scale strategic relationships with systems integrators and enterprise audit firms. Drive partner-sourced revenue, co-selling, partner enablement, onboarding, forecasting, and executive engagement. Advocate for Drata products, improve audit experiences, coordinate with Sales, Marketing, Product, Engineering, and Customer Success, and help shape the broader alliance ecosystem strategy.

Drive new customer acquisition and revenue growth in the UK by exceeding quotas, identifying ideal prospects, building pipelines, developing partnerships, and managing accelerated enterprise buying processes. The role requires consultative engagement with senior executives, regional market expertise, outbound sales execution, and customer-informed product feedback. It is hybrid, requiring two office days weekly, with candidates based in the London Metro area.

Own and scale Drata’s customer education function across Enterprise and SMB segments. Build the Drata Academy curriculum, launch an Admin Certification program, define learning standards and KPIs, and use AI and data to improve customer outcomes. Integrate education with Digital CS, Product, Community, Marketing, Support, in-app guidance, and events. This senior individual contributor will set strategy, manage the roadmap, and establish a foundation for future team growth.

Leads and develops a commercial account management team serving mid-market B2B SaaS customers. Owns retention, renewals, expansion, adoption, customer health, forecasting, and recurring-revenue outcomes. Builds playbooks, operating rhythms, and cross-functional processes; coaches renewal and expansion strategies; manages escalations and customer risk; and provides leadership with actionable insights. The role also drives CRM discipline, reporting, executive engagement, and scalable customer-success practices.

The Senior Product Manager will define enterprise product roadmaps, requirements, MVP experiences, and experiments. They will collaborate with engineering, design, marketing, customer success, and other teams to build, launch, and improve products that drive growth and retention. Responsibilities include customer interviews, prioritization, release planning, risk and dependency management, stakeholder communication, and translating strategic vision into actionable deliverables.

Own and optimize Drata’s marketing technology ecosystem, including CRM integrations, lead routing, scoring, attribution, automation, data quality, and governance. Lead platform strategy, tool deployments, system logic, integrations, QA, release management, and troubleshooting across GTM teams. Partner with Sales and Marketing Operations to improve lead assignment, pipeline acceleration, reporting, and operational efficiency. Apply AI and machine learning capabilities to targeting, scoring, and predictive analytics while monitoring platform health and performance.

Technical leader responsible for architecting and evolving Drata's billing and monetization platform: usage ingestion, billable metrics, pricing, entitlements, invoicing, and integrations with Finance/CRM/ERP. Design event-driven, auditable, and scalable systems, ensure operational correctness and reconciliation, lead cross-team initiatives, review architecture, troubleshoot discrepancies, and mentor engineers on financial correctness and distributed systems.

Embedded finance partner to GTM leadership owning ARR forecasting, capacity and headcount planning, investment allocation, and ROI analysis. Leverage AI and automation to build scalable forecasting models and workflows, provide data-driven guidance on GTM strategy and unit economics, and align Finance, RevOps, and GTM on long-range plans, annual budgets, and quarterly reforecasts.

Drive outbound prospecting (calls, email, social) to generate qualified meetings for Account Executives. Research accounts, qualify leads, manage a sales pipeline in Salesforce, respond to inbound interest, and hit weekly/monthly activity and meeting targets. Engage with C-suite prospects, use social and internet research tools, and maintain accurate CRM records while being coachable and metrics-driven.

Lead and coach a technical support team delivering SaaS support for integrations, APIs, SSO/SCIM, and cloud environments. Manage operations, escalations, SLAs, cross-functional partnerships, process improvement, hiring, and enablement to improve customer outcomes and supportability.

Provide first- and second-line technical support for Drata's SaaS platform, triage and resolve issues, work with APIs, identity providers, and cloud services, escalate complex problems, maintain tickets in Intercom/Jira/Linear, create knowledge-base content, perform bug replication/testing, and share product feedback with Engineering and Product teams.

Define and scale the product operating model to improve planning, prioritization, governance, and execution. Lead company-level roadmap operations, drive portfolio insights, implement tooling and workflows, establish experimentation frameworks, and deliver executive-ready reporting to increase alignment and product impact across cross-functional teams.

The Senior AI Product Engineer will develop and optimize AI product features, ensuring a seamless user experience through collaboration with engineering teams. Responsibilities include building full-stack features, implementing user feedback mechanisms, and monitoring product performance.

Support sales and channel teams to demo and prove Drata's platform value, run technical POCs/trials, align solutions to customer needs, manage RFP/RFI technical responses, gather product feedback, conduct competitive research, and help build financial business cases to advance deals and win partners.

Sell enterprise SaaS to new customers across EMEA/UK, consistently exceed quota, build and manage a pipeline, consult with senior executives, develop go-to-market strategies, identify product improvements from customer needs, and close new business for large accounts.