Commercial / Enterprise Sales Representative
•Keebo· 14h
SalesFull-timeAmericas
14h ago
Drata·about 1 month ago
Our Mission & Values:
At Drata, we help companies earn and keep the trust of their users, customers, partners, and prospects. We’re the proof layer that shows great companies deserve the trust they aim to build.
We live our values every day. Built on Trust means consistency is everything. Act with Integrity by always doing the right thing. Being Customer-Obsessed keeps the people we serve at the center of our work. Competitive Fire drives us to push ourselves harder than anyone else. Diversity brings unique perspectives that lead to better solutions. Automation First ensures we save time and money by making efficiency a priority.
Our Culture & Work Style 🚀
At Drata, we’re not just building software - we’re building a mindset. Everything we do springs from:
Be a Driver (Owner‑Operator Mentality): Own your work. Improve relentlessly. Deliver results.
Move at Drata Speed (Precision & Velocity): Fast decisions. Quick learning. Immediate impact.
Stay Mission-Driven (Customer‑Obsessed): Challenge assumptions. Deliver value. Stay hungry.
If you thrive when you’re empowered, energized, and working with smart, mission-driven people where you’ll feel at home here.
Why Join The Drata Team?
The best way to understand the Driver’s Mindset is to see it in action. We’re an award-winning, mission-driven team of 600+ people worldwide, united by a culture that values trust, speed, and continuous growth.
See the Speed: Watch our CEO, Adam Markowitz, discuss the hyper-growth journey, from $0 to $100M ARR in just four years
Hear the Voice of the Team: Explore our "Life at Drata" page for employee testimonials on our collaborative and the growth opportunities available.
Experience the Impact: See why we are consistently recognized on Fortune's Best Workplaces lists.
Connect with Us on Socials: LinkedIn - follow us for company updates, employee stories, and career news.
Job Summary:
As a Senior Audit Alliances Manager, you will own and scale Drata’s most strategic, enterprise-focused audit firm relationships. This role sits at the intersection of strategic partnerships, enterprise go-to-market execution, and customer experience, with a clear mandate to drive co-sell impact, partner-sourced revenue, and exceptional audit outcomes.
You will act as a trusted advisor to senior leaders at top audit firms while partnering closely with Drata’s Sales, Customer Success, Product, and Marketing teams. This is a highly visible role with direct influence on revenue growth, partner satisfaction, and Drata’s long-term ecosystem strategy.
The ideal location of the candidate will be Tampa, Florida as many of our key audit firms are there.
What you’ll do:
Own and grow relationships with Drata’s top-tier, enterprise-focused audit firm partners.
Develop and execute joint business plans aligned to executive priorities, revenue targets, and mutual growth goals.
Serve as the senior escalation point for complex audits, enterprise customers, and strategic partner initiatives.
Drive partner-sourced and co-sell revenue by aligning Drata’s enterprise sales teams with audit firm partners at both the field and leadership levels.
Identify, influence, and advance opportunities introduced by audit partners, collaborating closely with Account Executives throughout the deal lifecycle.
Build and scale repeatable co-selling motions, including partner enablement, deal registration, pipeline tracking, and forecasting.
Partner with audit leaders who have a strong client advisory mindset, helping position Drata as a strategic platform, not just an audit enabler.
Ensure consistently high-quality audit experiences for both auditors and customers using the Drata platform.
Partner with Customer Success to monitor and improve audit-related CSAT, proactively addressing friction points and systemic challenges.
Use insights from audits and partner feedback to influence product enhancements, workflows, and enablement resources.
Enable audit firm partners on Drata’s enterprise roadmap, product capabilities, and best practices for complex audits.
Serve as the internal voice of audit partners, advocating for their needs across Product, Engineering, and Go-To-Market teams.
Elevate partners into long-term advocates through success stories, case studies, and executive-level engagement.
Work closely with Sales, Marketing, Product, and Customer Success to ensure alliance strategy is tightly aligned with company objectives.
Support strategic enterprise deals by participating in partner-led pitches, executive briefings, and joint customer meetings.
Contribute to the evolution of Drata’s broader partnerships and ecosystem strategy as the program scales.
Have experience at a Big 4 or large national audit firm and bring a strategic, growth-oriented mindset to client and partner relationships.
Have transitioned—or are excited to transition—from a delivery-focused audit role into a commercial, relationship-driven, co-sell-oriented position.
Enjoy influencing deals, shaping GTM motions, and building ecosystems rather than owning a direct quota.
Want to apply deep audit and compliance expertise in a role that directly impacts revenue, customer experience, and platform adoption.
What you’ll bring:
6+ years of experience in strategic partnerships, alliances, business development, or audit-led go-to-market roles within B2B SaaS or large professional services organizations.
Strong familiarity with audit, compliance, risk, or security frameworks (SOC 2, ISO 27001, SOX, etc.).
Demonstrated ability to influence revenue outcomes through partner relationships, referrals, or co-selling motions.
Experience managing senior stakeholders, including partners, principals, and enterprise decision-makers.
Preferred Experience
Background at a Big 4 or large national audit firm, particularly in roles that required cross-functional collaboration, client growth, or strategic initiatives.
Experience working alongside enterprise SaaS sales teams and navigating complex, multi-stakeholder deal cycles.
Exposure to building or scaling partner programs, joint GTM strategies, and alliance performance metrics.
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.
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 hourly rate, variable compensation, benefits, and/or stock, typically in the form of Restricted Stock Units (RSUs). The applicable range of On-Target Earnings (OTE) for each US-based role is based on where the employee works and is aligned to one of 3 tiers based on the cost of labor for that geographic area. The expected OTE ranges for this role are set forth below, subject to change.
Tier 1: $220,300 - $259,200
Tier 2: $198,300 - $233,300
Tier 3: $176,300 - $207,400
You can view which tier applies to where you plan to work here. 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.