Senior Manager, Enterprise Sales - West

Job description

Drata is building the trust layer between great companies - automating compliance, managing risk, and helping organizations prove trust continuously as they scale. We're Dratanauts: a global crew of 600+ professionals united by a culture that rewards integrity, ownership, and raising the bar, no matter where in the world we're working from. Why Join the Drata Team? At Drata, you're not maintaining legacy compliance software - you're building the agentic AI platform defining what trust looks like for the next generation of companies. Here's what makes the work itself worth showing up for: - Problems without a playbook: You'll work at the edge of AI and security, building agentic governance, continuous compliance, and real-time trust verification to solve problems that don't have an established answer yet. You're writing it as you go. - Real ownership, not just process: Our values center on owning outcomes and raising the bar, not checking boxes. You're expected to have opinions and back them. - A seat at the table: Your perspective is unique and valued. Open debate and diverse viewpoints are built into how decisions actually get made here, at every level. - Growth at rocketship speed: Drata is scaling fast, which means scope grows fast too. High performers get more ownership, visibility, and experience. - A crew, not just coworkers: Dratanauts consistently describe a "come as you are" culture with sharp, curious people—the kind of team that makes hard problems genuinely fun to solve. See what they say here https://drata.com/about/careers/life and follow us on LinkedIn https://www.linkedin.com/company/drata/posts/?feedView=all for company news, employee stories, and career updates. Job Summary: We are seeking a highly strategic, results-oriented Senior Manager, Enterprise Sales with a strong track record of building high-performing teams, driving account-based execution, and instilling disciplined, multi-threaded deal strategy. This leader will manage a team of Account Executives while operating as a senior-level force multiplier—shaping strategy, influencing cross-functional alignment, and proactively owning initiatives that accelerate segment performance. Exceptional candidates are proactive operators who elevate standards, solve ambiguous problems, and demonstrate the ability to scale both people and processes. If you're motivated by driving meaningful impact, owning outcomes, and playing a critical leadership role in a high-growth environment, this role is for you. What you’ll do: DRIVE HIGH-PERFORMANCE SALES EXECUTION - Achieve and consistently exceed sales targets through exceptional team leadership and selective individual contributions. - Build a culture of account-based execution excellence, ensuring multi-threading 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. OWN STRATEGIC INITIATIVES ACROSS THE BUSINESS - 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 Engineering, 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 win rates, deal velocity, and the enterprise customer decision process. LEAD WITH A SENIOR-LEVEL MINDSET - Operate as a thought leader within the Enterprise program, shaping how the segment scales and proactively identifying risks and opportunities before they surface. - Step up—without being asked—to solve ambiguous problems, bring clarity to the team, and deliver high-impact work that moves the business forward. - Demonstrate executive presence in internal forums, customer and prospect conversations, and leadership discussions—representing the Enterprise segment credibly at the highest levels. - Bring forward actionable market and account-level observations, and recommend clear next steps that help the business scale responsibly and efficiently. COACH, DEVELOP, AND PERFORMANCE MANAGE - Set clear expectations for account-based execution, multi-threading, deal hygiene, and enterprise 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, account and territory planning, and executive engagement strategy. What you’ll bring: - 5+ years leading quota-carrying enterprise/strategic sales teams, ideally in a high-growth B2B SaaS environment. - 10+ years in quota-carrying sales roles, with a track record of consistently exceeding targets in complex, multi-stakeholder enterprise deals. - Demonstrated success building and scaling enterprise sales motions — including account planning, territory design, and multi-threaded engagement strategies with large organizations. - Experience coaching reps on navigating long, complex sales cycles: multi-stakeholder buying committees, procurement, legal, and executive-level negotiations. - Strong analytical and strategic skill set, with experience in forecasting accuracy, account segmentation, and identifying levers to improve win rates and deal velocity at the enterprise level. - Proven ability to influence cross-functional partners (Marketing, Customer Success, Solutions Engineering, Legal) and drive alignment on enterprise go-to-market strategy. - High executive presence with the ability to engage and build trust with C-suite and senior buyer personas, both directly and in support of the team. - Exceptional communication skills and the ability to lead teams through organizational change, market shifts, or evolving go-to-market strategy. - A track record of strong performance management, mentorship, and developing sellers capable of running strategic, high-value deal cycles. - Ability to operate independently, think strategically about account and territory strategy, and contribute to broader go-to-market planning as the business scales. How we support you: At Drata, our people are our strongest advantage—and we prove it with support that exceeds industry standards. Our total rewards package is designed to power your well-being, accelerate your growth, and keep your work-life balance thriving. Explore how we invest in your Life at Drata https://drata.com/about/life-at-drata?utm_source=chatgpt.com. - Shared Success: We provide stock equity to ensure that as the company grows, you share directly in that success. Equity gives every employee a sense of ownership and the opportunity to celebrate our wins together—because your contributions don’t just support our progress; they help drive our collective success. - Health & Wellness: 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. - Financial Well-being: 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. - Family Support: We want to support you in life's most important moments, so we offer a 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. - Growth & Development: Generous annual stipends for both professional and personal development, empowering you to invest in your continued growth. You’ll also have access to a wide range of internal learning opportunities, ensuring you can build new skills, deepen your expertise, and advance your career with confidence. - Time Off & Flexibility: We believe that to do your best work, you should get the time you need for rest, rejuvenation and recovery. Drata offers a flexible vacation policy, paid holidays, and other perks to recharge. 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: $280,000 - $315,000, 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.