We’re looking for a passionate and high-performing Regional Vice President (RVP), Enterprise Sales to join Drata. Reporting directly to the VP of Sales, you’ll be responsible for managing and scaling a team of Enterprise Account Executives. This is a key leadership role for someone with a strong track record of accelerating growth, building customer trust, and driving strategic revenue within enterprise segments.
The ideal candidate thrives in fast-paced, entrepreneurial environments and brings a history of delivering results in high-growth SaaS or cybersecurity companies. If you’re ready to roll up your sleeves, make an immediate impact, and be a high-visibility contributor, we’d love to hear from you!!
What you’ll do:
- Lead, manage, and scale a team of Enterprise Account Executives across the East Coast region, including recruiting, hiring, onboarding, and ongoing development.
- Drive new logo acquisition and account expansion to achieve annual enterprise bookings targets, with accountability for monthly and quarterly goals.
- Develop and manage team performance through key metrics such as deal size, win rate, pipeline coverage, forecast accuracy, and sales cycle execution.
- Coach Enterprise Account Executives on building and sustaining executive-level relationships, navigating complex sales cycles, and closing strategic enterprise deals.
- Shape and execute the go-to-market strategy for the region, collaborating cross-functionally with Product Marketing, Product, Engineering, and GTM leadership to represent market and customer needs.
- Partner with Marketing, Product, and Customer Success to align messaging, collateral, and customer journey strategies specific to the region’s priorities.
- Conduct weekly forecast and pipeline reviews, provide deal coaching, and actively support reps in high-value customer and prospect engagements.
- Engage internal stakeholders and executive sponsors to accelerate deal progression and ensure strategic alignment.
What you’ll bring:
- 5+ years of enterprise sales leadership experience, with a proven track record of managing high-performing teams in B2B SaaS.
- 8–12+ years total experience in enterprise sales, ideally within cybersecurity or related industries.
- Successful history of consistently exceeding annual quotas across new and expansion business.
- Strong background in leading complex sales processes involving multiple stakeholders, executive alignment, business-value-driven pricing, and enterprise procurement/legal negotiations.
- Skilled at setting quotas and holding teams accountable through clear performance metrics.
- Deep experience selling to CISOs, CIOs, and other C-level decision-makers in the security space.
- Passionate about coaching and developing others, with personal success as an individual contributor and the ability to share relevant, complex closing strategies.
- Excellent communication, executive presence, and cross-functional collaboration skills.
- Willing and able to travel up to 50% of the time across the East Coast region.
Benefits:
- Healthcare: 90-100% paid premiums for medical, dental, and vision plans for employee and dependents + on demand health care concierge
- HSA, FSA, & DCFSA: Pre-tax savings plans for healthcare and dependent care, with up to a $600 annual employer contribution to the HSA plan (if enrolled in HSA medical plan)
- 100% paid short and long term disability plus life + AD&D benefits
- Learning & Development: $500 annually towards professional development opportunities + $250 annually towards personal development opportunities
- Flexible Time Off: Flexible vacation policy for strong, fully charged batteries
- 16 Weeks Paid Parental Leave: An inclusive policy to ensure you have time with your newborn, newly adopted, or foster child
- Work Remotely: Flexible hours and work from home + $1,000 annually to cover necessary business related items for your home office
- 401K: Reach your financial goals while reducing your taxes
This role will receive a competitive base salary, variable compensation, benefits, and stock, typically in the form of Restricted Stock Units (RSUs). The expected range of On-Target Earnings for this role is $361,250 - $446,300, subject to change.A variety of factors are considered when determining someone’s leveling and compensation–including a candidate’s professional background and experience. These ranges may be modified in the future and final offer amounts may vary from the amounts listed above.Drata is on a mission to serve as the trust layer between great companies.Drata is a trust management platform that uses AI-driven automation to modernize governance, risk, and compliance, helping thousands of businesses develop a more secure, proactive, and risk-aware organization to continuously maintain trust with customers.We all recognize the importance of earning and keeping the trust of our customers when it comes to protecting their data.
We know how burdensome achieving and maintaining a strong GRC posture can be with the rise in compliance regulations. It’s a manual, redundant, error-prone, and unscalable process - and it only grows more complex and expensive over time.Our team of SaaS, security, compliance, and audit experts have built a better way - with automationEmployment at Drata is based solely upon individual merit and qualifications directly related to professional competence. We strictly prohibit unlawful discrimination or harassment on the basis of race, color, religion, veteran status, national origin, ancestry, pregnancy status, sex, gender identity or expression, age, marital status, mental or physical disability, medical condition, sexual orientation, or any other characteristics protected by law.
We also make reasonable accommodations to meet our obligations under laws protecting the rights of the disabled.
