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 o