Solutions Engineer, Commercial - East
Drata · United States
- Hybrid
- Full-time
- $186,600 / year
- United States
Job highlights
- Sell technology solutions to executives.
- Manage technical aspects of deals.
- Support sales with technical expertise.
- Communicate client needs to R&D.
- Shorten sales cycles with technical support.
About the role
About Drata
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 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
- 3+ 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: $186,600 - $230,500
Tier 2: $168,000 - $207,500
Tier 3: $149,300 - $184,400
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
- Technical Presentations
- Proof of Concepts
- RFP/RFI Responses
- Cloud Providers (AWS, GCP)
- Software Development
- Web Technologies
- Customer Relationship Management
Skills & topics
- Solutions Engineer
- SaaS
- Sales Engineering
- Commercial Sales
- Enterprise Solutions
- Cloud Computing
- AWS
- GCP
- Technical Sales
- Customer Success
How to get hired
- Tailor your resume: Highlight 3+ years in Solutions Engineering, SaaS, and enterprise solutions.
- Showcase technical skills: Emphasize cloud knowledge (AWS, GCP) and proof of concept experience.
- Demonstrate relationship building: Provide examples of forging strong executive relationships.
- Prepare for technical questions: Be ready to explain complex concepts clearly.
- Express passion for selling: Convey your enthusiasm for technology solutions.
Technical preparation
Behavioral questions
Frequently asked questions
- What is the expected OTE range for a Solutions Engineer at Drata?
- The On-Target Earnings (OTE) for a Solutions Engineer at Drata can range from $149,300 to $230,500, depending on the cost of labor tier for your geographic location. Specific factors like your professional background and experience also influence the final offer.
- What are Drata's core values and how do they relate to the Solutions Engineer role?
- Drata's core values include Built on Trust, Act with Integrity, Customer-Obsessed, Competitive Fire, Diversity, and Automation First. For a Solutions Engineer, being Customer-Obsessed is key to understanding client needs, Competitive Fire drives success in sales cycles, and acting with Integrity ensures trust with clients and colleagues.
- What is Drata's work style and how does it apply to this position?
- Drata emphasizes a 'Driver' mentality (ownership, relentless improvement, results), 'Drata Speed' (fast decisions, quick learning, immediate impact), and staying 'Mission-Driven' (challenging assumptions, delivering value). As a Solutions Engineer, you'll be expected to own your deals, move with precision and velocity, and remain focused on delivering value to the customer.
- What are the key responsibilities of a Solutions Engineer at Drata?
- The key responsibilities include partnering with sales executives on strategic deals, managing technical aspects of RFPs/RFIs, communicating client needs to R&D, supporting solution selling, creating compelling presentations and demos, and modeling financial business cases for sales opportunities.
- What technical background is preferred for the Solutions Engineer role at Drata?
- A solid technical background is essential, with a preference for knowledge of cloud providers like AWS and GCP. Hands-on experience in software development and web technologies is also highly beneficial for this role.
- Does Drata offer remote work options for this Solutions Engineer position?
- While the job description doesn't explicitly state remote work, it requires the candidate to be located in either the Central or Eastern time zone, suggesting a focus on specific geographic regions rather than fully remote flexibility.
- What kind of professional development opportunities are available at Drata for a Solutions Engineer?
- Drata offers generous annual stipends for both professional and personal development, along with various internal learning opportunities. This empowers employees to build new skills, deepen expertise, and advance their careers.
- How does Drata support employee well-being and work-life balance?
- Drata supports employee well-being through comprehensive health and wellness benefits (100% employer-paid premiums), financial well-being programs (401k, insurance), family support (paid parental leave), and a flexible vacation policy. They aim to ensure employees have the time they need for rest and recovery.