Commercial Account Manager 2 - EMEA

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:

Drata is hiring a Commercial Account Manager II to help grow our footprint within our existing customer base across EMEA. In this role, you will own the commercial relationship for an assigned group of Commercial customers, leading renewals, identifying expansion opportunities, and delivering a strong customer experience across your book of business. You will serve as the primary commercial point of contact for your customers, partnering closely with Customer Success, Technical Support, Marketing, Product, and leadership to protect revenue, drive account growth, and remove obstacles that impact customer outcomes. This is a strong fit for someone who is commercially minded, highly organized, customer-focused, and experienced in managing and expanding a portfolio of mid-sized SaaS customers in a fast-paced environment.

What you’ll do:

• Own the commercial relationship for a portfolio of EMEA Commercial Drata customers

• Lead renewals and expansion across your book by executing established account management and negotiation frameworks

• Create, manage, and close upsell and cross-sell opportunities on and off cycle

• Identify customer goals, uncover roadblocks, and drive the commercial strategy needed to secure renewals and grow account value

• Prioritize your book based on growth potential, customer engagement, renewal timing, and risk signals

• Partner closely with Customer Success, Technical Support, Marketing, Product, and leadership to improve customer outcomes and move opportunities forward

• Provide clear visibility into renewals, expansion activity, and commercial risk, escalating when needed

• Communicate risk clearly and lead resolution strategies when accounts face obstacles to renewal or growth

• Deliver value-based customer conversations that help customers understand the ROI and business impact of Drata

• Build trusted relationships with Executive Buyers and other key stakeholders, while strengthening engagement across the customer organization

• Contribute to process improvements, team best practices, and a high-accountability, high-collaboration team culture

What you’ll bring:

• 4+ years of demonstrated success in Account Management, SaaS Sales, or a similar customer-facing commercial role with a strong focus on renewals, expansion, and contract negotiations

• Experience managing a portfolio of mid-sized SaaS customers in a recurring revenue environment

• Strong customer management skills with the ability to uncover needs, communicate value, and build trust with multiple stakeholders

• Strong negotiation skills and the ability to protect customer relationships while improving contract value

• Executive presence and clear written and verbal communication skills, with the ability to tailor your message to different audiences

• Strong organizational and prioritization skills across a dynamic book of business

• Sound judgment, strong follow-through, and the ability to operate independently within your scope while knowing when to escalate

• A proactive, team-first approach and a track record of building positive cross-functional relationships

• Curiosity around leveraging AI and modern tools to work more efficiently, improve preparation, and scale high-quality customer engagement

• Experience with tools such as Salesforce, Gong, Clari, Catalyst, Outreach, and Google Workspace is a plus

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, 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 £105,700 - £130,500, 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.