Senior Manager, Enterprise Sales - West

Drata is a mission-driven company focused on helping organizations earn and keep the trust of their users and partners. They are seeking a highly strategic Senior Manager of Enterprise Sales to lead a team of Account Executives, drive sales execution, and influence cross-functional alignment to enhance segment performance.

Responsibilities:

• 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
• 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
• 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
• 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

Requirements:

• 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