Senior Solutions Engineer, Enterprise - East
Drata · United States
- Hybrid
- Full-time
- $223,900 / year
- United States
Job highlights
- Sell technology solutions to senior executives.
- Manage technical aspects of RFPs and RFIs.
- Shorten sales cycles with POC support.
- Communicate client needs to R&D.
- Build strong executive relationships.
About the role
About Drata's 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.
Key skills/competency
- Solutions Engineering
- SaaS Sales
- Enterprise Solutions
- Cloud Providers (AWS, GCP)
- Proof of Concepts
- Technical Presentations
- RFP/RFI Response
- Customer Relationship Management
- Sales Cycle Management
- Technical Support
Skills & topics
- Senior Solutions Engineer
- Solutions Engineering
- SaaS Sales
- Enterprise Sales
- Technical Sales
- Cloud Solutions
- AWS
- GCP
- Proof of Concept
- RFP Management
- Customer Success
- Sales Cycle
- Enterprise Software
- Technology Sales
- Go-to-Market
How to get hired
- Tailor your resume: Highlight 5+ years of Solutions Engineering experience, SaaS background, and enterprise sales/support success.
- Showcase technical skills: Emphasize knowledge of cloud providers (AWS, GCP) and experience building proof of concepts.
- Demonstrate executive presence: Detail your ability to forge strong relationships and present complex concepts clearly.
- Align with Drata values: Integrate keywords like 'trust', 'speed', 'ownership', and 'customer-obsessed' into your application.
- Prepare for technical and behavioral questions: Be ready to discuss sales cycles, POCs, and relationship building.
Technical preparation
Behavioral questions
Frequently asked questions
- What are the key responsibilities for a Senior Solutions Engineer at Drata?
- As a Senior Solutions Engineer at Drata, you'll partner with sales executives on strategic deals, manage technical aspects of RFPs/RFIs, create and deliver powerful presentations and demos, and communicate client needs to R&D. Your goal is to shorten sales cycles and ensure high customer satisfaction.
- What experience is required for the Senior Solutions Engineer role at Drata?
- Drata requires at least 5 years of experience as a Sales/Solutions Engineer, preferably in the SaaS space. Experience with cloud providers like AWS or GCP, building proof of concepts, and a proven track record with complex enterprise solutions are highly preferred.
- What is the expected compensation for a Senior Solutions Engineer at Drata?
- The On-Target Earnings (OTE) for this role vary by location tier, ranging from $179,100 to $276,600 annually. This includes competitive salary, variable compensation, benefits, and stock options (RSUs).
- What does Drata look for in terms of candidate profile for this role?
- Drata seeks a seasoned, hardworking, smart, and over-achieving individual with a passion for selling technology solutions. You should be able to forge strong relationships with senior executives, creatively explain complex concepts, and possess a solid technical background.
- How can I best prepare my application for a Senior Solutions Engineer position at Drata?
- To prepare your application, tailor your resume to highlight your extensive experience in SaaS solutions engineering, enterprise sales, and technical presentations. Emphasize your ability to manage complex sales cycles and articulate value propositions to senior executives.
- What is the work arrangement for this Senior Solutions Engineer role?
- The job description requires candidates to be located within the Central or Eastern time zones, suggesting a need for proximity to these regions. Specifics on hybrid or remote work are not detailed, but alignment with sales executives often implies flexibility.
- What are Drata's core values and how do they relate to this role?
- Drata's core values include Built on Trust, Act with Integrity, Customer-Obsessed, Competitive Fire, Diversity, and Automation First. As a Senior Solutions Engineer, embodying these values means consistently delivering value, understanding customer needs deeply, and driving sales with efficiency and integrity.