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: We are looking for a seasoned, hardworking, smart and over achieving Senior Solutions Engineer with proven experience and a passion for selling technology solutions to senior executives. You will be responsible for selling into new prospects as well as farming back into existing customers to ensure high renewal and customer satisfaction levels. Measures of success include new customer acquisition rates, renewal rates, up-selling, cross-selling, customer satisfaction and contribution to overall sales team and business success. What you’ll do: - Partner with sales executives to plan, prepare and execute on strategic deals in sales cycles - Create a process from the ground-up to streamline the communication and increase efficiencies - Manage all technical aspects of RFP / RFI responses - Effectively communicate client needs to the R&D teams for future product enhancements - Focus on shortening the sales cycles while providing technical support on proof of concepts without overcomplicating the buyer’s journey. - Support sales executives with solution selling into prospect account base - Successfully match customer pain/requirements to proposed solutions - Create and deliver powerful presentations and demos that clearly communicate the uniqueness of the value proposition - Collect and document competitive intelligence - Model the financial business case associated with each sales opportunity What you’ll bring: - 5+ years of experience as a Sales/Solutions Engineer preferably in the SaaS space. - Preferred knowledge of cloud providers, such as AWS, GCP, etc - Experience building out proof of concepts - Proven track record selling/supporting complex enterprise solutions - Ability to forge strong, long-lasting relationships with senior executives - Ability to creatively explain and present complex concepts in an easy to understand manner - Solid technical background with understanding and/or hands-on experience in software development and web technologies - 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. 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 base salary, 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: $223,900 - $276,600 Tier 2: $201,500 - $249,000 Tier 3: $179,100 - $221,200 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.

• Architect end-to-end VIP engagement models, defining the "Player Journey" for high-value spenders—from tiered support access to proactive account management. • Design and configure proactive outreach campaigns within Helpshift to drive incremental revenue and re-engagement. • Develop the frameworks for reporting on VIP program health, focusing on metrics like NRR, churn reduction among top-tier spenders, and campaign ROI. • Act as the Subject Matter Expert for all VIP service inquiries. • Collaborate with Operations teams to define the specific profile, training, and "soft-skill" requirements for VIP Account Managers. • Own the narrative for all VIP-related bids, articulating a sophisticated approach to player psychology and retention that sets Keywords apart.

Who we are. Solo enables companies to Connect, Secure and Observe modern applications – APIs, Microservices and Data – with the industry’s leading API and Service Mesh Management Platform (“Gloo”). Solo innovations allow companies to stay on the leading edge of both technology and business possibilities. Solo is a VC-backed company, founded in 2017 by Idit Levine. In 2021, Solo was valued at $1B. Solo’s customers are some of the largest in the world, spanning all geographies and industries. Solo’s team has deep expertise in Cloud Computing, Linux, Containers, Kubernetes, Service Mesh, APIs, Security, Microservice Applications, Application Modernization, GraphQL, and eBPF. About the role. We are looking for an individual to join as a Solutions Engineer! This person will be collaborating as a pre-sales technical professional to align the customer’s technical challenges with their outcomes. The main focus of this role is to work alongside Sales Executives while providing a technical introduction of our solutions to customers. The field engineering role provides architectural guidance through understanding our customer's challenges and leading them through proof-of-concept use of Solo solutions. This role will require occasional travel, focused on the US East Coast. Job Description: - Apply skills as the in-depth seasoned professional to understand a customer’s technical challenges and help them achieve their desired outcomes by building compelling solutions using Solo.io products - Lead discovery calls with our sales team to better understand customer challenges related to their cloud migrations, microservices environments, and legacy infrastructure - Deliver product presentations, demos, and workshops as needed - Plan and execute proof of concepts to validate Solo.io solutions - Proactively guide customers through architectural challenges and integration of cloud-native platforms, such as Kubernetes, and Solo.io products - Act as a trusted advisor to customers, sales teams, and product teams - Establish and maintain knowledge of the product portfolio, related technologies, and the competitive landscape - Work with consulting and customer success to help customers successfully adopt Solo.io solutions - Evangelize Solo.io products and related technology through speaking engagements (conferences, meetups, webinars) and content (blogs, articles, videos) Job Requirements: - 4+ years of experience supporting a technical sales process. - 3+ of hands-on experience with Kubernetes - Experience building compelling content and demonstrations for cloud native solutions Additional Information: - While work is primarily completed virtually, must be willing to travel up to 30% for events, training, and customer meetings if needed - Experience of Istio and/or API Gateways is highly desirable What you’ll love about Solo. At Solo, our culture is all about hiring great people, creating a fun and fast-paced work culture, and letting our teams work with our customers to successfully solve their challenges. Solo works collaboratively with our customers, partners and open source communities to deliver technology innovation, technology solutions, architectural best-practices, and hands-on education. Solo uses a unique engagement model with our customers that allows us to quickly make them successful, and continue to work closely with them as their production environments grow. Solo is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.

Role Description We are seeking a Sr Solution Advisor to join our Supply Chain Advisory team to help drive growth and market leadership across Pharmaceuticals and Medtech manufacturers, wholesalers, and distributors. The Sr Solution Advisor will be responsible for leading and delivering customer-focused, cost-effective, and innovative supply chain solutions. This role will play a critical part in driving customer satisfaction and success by providing high-value strategic guidance, subject matter expertise, and tailored solutions that address each customer’s business needs. This role is ideal for a senior, customer-facing professional who combines deep supply chain expertise, strong value storytelling, and analytical rigor, and is motivated by helping customers realize real, measurable impact at scale. - Develop, articulate, and deliver customer-centric supply chain solutions, ensuring alignment to business objectives and measurable outcomes. - Provide deep subject matter expertise across key supply chain domains, including planning, execution, and emerging technologies. - Lead customer engagements, including discovery, design, blueprinting, and solution validation sessions, ensuring customer clarity and confidence. - Serve as a trusted advisor in process transformation discussions, guiding customers through workflows, reference architectures, and design authority governance. - Deliver compelling Blue Yonder demos that incorporate customer data, business stories, and differentiation messaging. - Connect configuration decisions to operational and financial impacts, shaping solution direction and adoption strategy. - Collaborate closely with sales, marketing, consulting, and product teams to drive customer adoption, retention, and value realization. - Maintain deep knowledge of Blue Yonder's products and services, as well as industry trends and competitive landscape; position Blue Yonder as a market leader. - Develop and maintain strong, long-lasting customer relationships by consistently exceeding expectations and delivering high-impact guidance. - Identify and recommend opportunities for customer expansion and upsell. Qualifications - Bachelor's degree in Supply Chain, Business, Engineering or related field. - A minimum of 7 years of experience in a customer-facing supply chain solution advisor or consultative sales role. - Deep understanding of end-to-end supply chain planning concepts and technologies, including forecasting, demand planning, supply planning, inventory management, and IBP/S&OP, with the ability to explain trade-offs and decision impacts. - Solid experience in life sciences supply chain environments (Pharma or Medtech), including concepts such as shelf-life management, batch manufacturing, contract manufacturing, or regulated operations. - Demonstrated ability to leverage data, analytics, and AI-enabled planning concepts to identify decision gaps, value leakage, and improvement opportunities, and translate them into actionable solution designs. - Proven track record of developing and delivering customer-centric solutions that drive measurable operational and financial outcomes, supported by value hypotheses, impact assessments, and KPI-based narratives. - Working knowledge of enterprise SaaS deployments, including configuration concepts, integration points, APIs, data flows, interoperability, change management, and the full solution lifecycle from discovery to post-go-live. - Strong ability to lead customer discovery and blueprinting sessions, deliver business-story-driven demonstrations, and influence both technical and executive audiences with clarity and credibility. - Strong customer focus and commitment to exceeding expectations, with the ability to build trusted relationships, operate effectively in fast-paced environments, and stay engaged beyond the sale to ensure adoption and sustained value. Requirements - Know how to deploy and configure SaaS solutions; understand change management impacts, how to operate the solutions, integration points, customization options, and project lifecycle (discovery and design to go-live and post-deployment support). - Ability to lead a blueprinting exercise. - Ability to deliver Blue Yonder demo using business stories, business impact, and differentiation; can support tag changes and data uploads to support customer demos. - Demonstrates in-depth solution functionality across one or many solutions; can tailor use cases to client priorities. - Skilled at connecting configuration decisions to operational and financial outcomes. - Maintains competitive differentiation knowledge and can effectively position Blue Yonder as a market leader. - Understands technical architecture, APIs, and integration strategy within the broader enterprise ecosystem. - Ability to align data flows, interoperability, and system design to ensure scalability. - Skilled in linking technology design to business KPIs. - Serves as a trusted advisor in process transformation discussions; guides customers through workflows, ensures alignment to reference architectures, and supports design authority governance during implementations. Benefits - Comprehensive Medical, Dental and Vision - 401K with Matching - Flexible Time Off - Corporate Fitness Program - A variety of voluntary benefits such as Legal Plans, Accident and Hospital Indemnity, Pet Insurance and much more