• Partner with Sales and Client Success teams to lead discovery and confirmation sessions with prospective customers, identifying core needs, existing processes, and critical success criteria • Map complex workflows and design tailored data solutions that align perfectly with the prospect's technical requirements and overarching business objectives • Design and execute testing and evaluation plans for Infutor Data solutions in close collaboration with prospective customers and internal sales teams • Conduct robust data analyses, translating complex analytical results into compelling, easy-to-understand presentations and ROI stories for prospective customers • Deliver high-impact presentations and data evaluations (both virtually and in-person) to executive-level stakeholders at large corporations • Serve as the primary technical subject matter expert for Infutor Data solutions, providing guidance and credibility to both internal teams and external prospects • Develop implementation plans that detail project scope, success criteria, onboarding milestones, and deliverables • Facilitate seamless hand-offs to post-sale teams, partnering closely with Implementation Engineers to ensure the proposed solution is delivered as designed • Gather and synthesize market feedback from prospect interactions to proactively inform cross-functional efforts across Product, Marketing, and Customer Success • Identify and champion opportunities for process efficiency, innovation, and cross-functional growth within the business • Mentor peers and actively contribute to the continuous development, culture, and success of the Solutions Consulting team • Perform other duties as requested to support the dynamic needs of the business

• Lead the technical arm of our commercial organization • Own the pre-sales security and compliance reviews and integration conversation • Work with IT stakeholders for technical discovery • Scope integrations and migrations • Own RFP and security questionnaire responses • Design and own the pre-to-post-sales handoff • Build enablement content and standards • Define structure and hiring plan for the Solution Engineering function • Collaborate with internal teams for coordinated delivery

• Work directly with solid waste management clients to understand their service operations and technical needs • Design and configure Routeware’s platform solutions, including route optimization, GPS tracking, data analytics, and reporting systems • Demonstrate product features and benefits through technical presentations and live deployments • Provide technical guidance and support during pre-sales consultations, onboarding, and ongoing system operations • Customize integrations with existing client systems, including ERP, billing, and fleet management software • Collaborate with Routeware’s product team to communicate client feedback and help shape future product enhancements • Develop training materials, user guides, and documentation to ensure successful client adoption • Stay informed about industry trends, regulatory requirements, and emerging innovations in solid waste management technology

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, 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. For this role, we are requiring that the candidate is located either on Central or Eastern time. 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 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.