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 passionate sales professional with 7+ years of experience in a customer facing role selling SaaS or consulting with an ability to focus on the Enterprise space - not necessarily in the security and compliance space. Exceptional candidates are hungry to work in a fast-paced, entrepreneurial environment, and have a proven track record of success in their past roles and experiences! What you’ll do: - Responsible for bringing new partners on board and consistently growing revenue by exceeding revenue targets/quota - Identify prospects based on their mission alignment - Develop and execute strategies for driving partnerships and revenue - Build and manage your pipeline of prospects; become an expert on a region and understanding the complexities of that specific market - Consult senior executives to discover their needs and educate them through an accelerated buying process - Identify opportunities to improve our product offering based on deep understanding of the needs of our partners What you’ll bring: - 7+ years of experience in a customer-facing B2B SaaS Sales role, with at least 2 years in a closing new business capacity - Ability to focus on bringing in Enterprise accounts with 1K+ full time employees - Preferred background in the start-up space - Self-starter who brings ideas to life and takes pride in results - Resourceful, finding ways to get things done regardless of the obstacles - Mission-Driven and focused on using talents to make the world a better place - Organized and detail-oriented with an ability to handle a variety of different projects - A talented communicator and a “people person” who enjoys working with others. You are thoughtful about the ways you communicate and the impact that may have on a customer. You have the ability to sense when a conversation is progressing in a positive or negative way and have the confidence to address concerns. - Confident but always striving to do better. You are not afraid to ask for help. You value honest, action-oriented feedback and believe it is a tool to improve as a team. 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 stock, typically in the form of Restricted Stock Units (RSUs). The expected range of On-Target Earnings for this role is $270,000 - $315,000, 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.

Role Description We're hiring a Strategic Account Executive for the DACH region. This is a pivotal role focused exclusively on upselling and expanding our footprint within JFrog's largest existing enterprise customers across Germany, Austria, and Switzerland - brand names you are likely familiar with. Your success will be measured by your ability to deepen partnerships and grow revenue streams within our valued customer base, specifically growing the SaaS and Security ARR. - Strategic Account Expansion: Proactively identify, develop, and close upsell and cross-sell opportunities within a defined portfolio of large enterprise accounts. This includes Account Planning and prioritization of opportunities using methodologies like MEDDPICC and Challenger Sales. - Relationship Management: Cultivate and nurture strong, long-term relationships with key decision-makers and influencers at all levels, including C-suite executives, within your existing client base. - Cross-Functional Collaboration: Partner closely with internal teams including Channel, Customer Success, Solution Engineering, Product, Marketing, and Legal to ensure seamless customer enablement, strategic alignment, and continuous value delivery. Qualifications - Proven Performer: A consistent history of exceeding quotas over 3+ years in complex B2B SaaS sales, closing high-value deals within major enterprise accounts. A master of the existing customer base. - Consultative Seller: The ability to act as a trusted advisor, understanding your customers’ business initiatives and translating them into the individual business value of the JFrog platform and demonstrating, together with Solution Engineering, those values on a technical level. - Technically Credible: A strong aptitude for technology that allows you to engage confidently with both technical and business leaders. - DACH Market Specifics for Success: Excellent command of the German language (C2 level or equivalent, written and spoken) is required, alongside English. Familiarity with regulations like GDPR, DORA, NIS2, and AI Act, with the ability to confidently explain compliance measures to prospects is a huge benefit. A data-driven, proof-focused sales strategy leveraging ROI analyses and proven customer success stories. Benefits - Compensation & Equity: Uncapped Earnings: Competitive base with a robust commission structure, accelerators, and incentives for recurring revenue/multi-year contracts. Equity: RSU grants. - Growth & Development: Learning: Dedicated L&D funds for external training, certifications, and conferences. Career Path: Mentorship, clear progression. Support: Cutting-edge sales tools, engaging projects, and recognition.

• Manage the full sales cycle from qualified lead to closed customer. • Deliver compelling product demonstrations tailored to customer needs. • Generate new opportunities through outbound prospecting alongside SDR-generated pipeline. • Build and maintain an accurate sales pipeline in HubSpot. • Become a trusted advisor to prospective customers. • Consistently exceed revenue and sales targets.

Role Description We’re looking for a highly motivated Sales Executive to own the entire sales journey, from the moment a prospect expresses interest to becoming a long-term customer. Our Growth team generates demand and qualifies opportunities. Your responsibility begins when a prospect responds positively and wants to learn more about our services. From there, you’ll take full ownership of the relationship by: - Chasing the lead - Leading discovery calls - Understanding business challenges - Presenting solutions - Negotiating commercial terms - Closing deals - Managing customer relationships to drive long-term growth This is not a role for someone who waits for instructions or follows rigid playbooks. We’re looking for someone who thinks independently, solves problems creatively, and is obsessed with turning opportunities into revenue. Qualifications - 2 to 5 years of B2B sales experience - Based in the United States - Experience selling one or more of the following: - AI workflows - AI agents - Business process automation - Custom software development - AI consulting services - Automation consulting - Digital transformation solutions - Strong consultative selling and discovery skills - Excellent communication, presentation, and negotiation abilities - Ability to build trust with technical and business stakeholders - Highly organized with strong pipeline management skills - Self-driven, resourceful, and comfortable working with minimal supervision - Comfortable using modern sales tools and CRM platforms Requirements - Experience selling AI-powered solutions or automation services to mid-market or enterprise businesses (preferred) - Familiarity with technologies and platforms such as OpenAI, Anthropic, n8n, Make, Zapier, Microsoft Copilot, or similar AI and automation ecosystems (preferred) - Experience managing customer relationships after the initial sale, including renewals and account growth (preferred) - Previous experience working in a startup or fast-paced environment (preferred) Benefits - Market-competitive salary – rewarding your contributions fairly - Global team experience – collaborate with talented professionals worldwide - Join us and be part of an innovative, fast-growing company where your work makes a real impact!