What you’ll do

• Partner with Account Executives to support prospective customers as they evaluate the Drata platform
• Support technical proof of concepts and demonstrations, helping to simplify the buyer’s journey
• Align customer pain points and requirements with proposed solutions
• Develop and deliver compelling product demonstrations and help win new channel partners.
• Gather and communicate customer needs to product and engineering teams for future enhancements
• Conduct competitive research to inform positioning and strategy
• Assist in building financial business cases for prospective customers
• Manage technical aspects of RFP/RFI responses and documentation

What you’ll bring

• Curiosity

  • A strong desire to understand customer challenges, industry trends, and evolving technologies
  • Ability to quickly learn and adapt to new technologies and solutions
  • Proactive approach to problem-solving, always looking for creative ways to add value

• Collaboration

  • Ability to work closely with sales, channel, product, and engineering teams to deliver the best solutions for customers
  • Willingness to share knowledge and contribute to team success
  • A mindset of continuous learning and improvement through feedback and shared experiences

• Solutions-Oriented Mindset

  • A proactive approach to identifying challenges and proposing effective solutions
  • Ability to translate technical capabilities into business value for customers
  • Strong analytical thinking to support decision-making and sales strategy

• Impactful Communication

  • Ability to clearly articulate complex technical concepts in an easy-to-understand manner
  • Strong written and verbal communication skills for presentations, customer interactions, and internal collaboration
  • Confidence in delivering demonstrations and engaging with stakeholders at all levels

Preferred Skills & Experience

• 2+ years of experience as a Sales / Solutions Engineer preferably in the SaaS space.
• Working knowledge of common cloud providers across tools including:
  • Infrastructure: AWS, GCP, Azure
  • Identity Management: Okta, Google Workspace, Entra ID
  • Version Control: GitHub, BitBucket, GitLab
• Experience running trials and POCs and serving as the technical partner of the prospective customer throughout their evaluation.
• Solid technical background with understanding and/or hands-on experience in integrating cloud systems and API workflows
• Ability to creatively explain and present complex concepts in an easy to understand manner
• Experience working in a fast-paced, constantly changing environment
• Excellent written and verbal communication skills
• Excellent presentation and creativity skills

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.

• 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, employees and their dependents
• Financial Well-being: To support your retirement planning, our EOR offers a pension plan under which you contribute 5% of your basic earnings, and your employer contributes an additional 4%, helping you build a more secure financial future.
• 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 stock, typically in the form of Restricted Stock Units (RSUs). The range of On-Target Earnings (OTE) for this role is between: £126,800 - £156,700, 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.