Solutions Engineer, Commercial - West
Drata · United States
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- Hybrid
- Full-time
- $207,500 / year
- United States
Job highlights
- Sell technology solutions to senior executives.
- Manage technical aspects of RFPs/RFIs.
- Support sales with solution selling.
- Develop strong executive relationships.
- Analyze financial business cases for opportunities.
About the role
About Drata & Our Mission
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.
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.
We pair that high-velocity culture with a thoughtful hybrid model because we believe flexibility and collaboration both matter. That’s why in the Bay we come together in-office Tuesday through Thursday our high‑impact collaboration days where teams align, strategize, and innovate. Mondays and Fridays are flexible, giving you space for focused work, balance, and autonomy.
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.
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 base 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
- Technical Presentations
- Proof of Concepts
- RFP/RFI Response
- Customer Relationship Management
- Enterprise Solutions
- Software Development
- Web Technologies
- Sales Enablement
Skills & topics
- Solutions Engineer
- SaaS
- Sales Engineering
- Cloud
- AWS
- GCP
- Enterprise Sales
- Technical Sales
- Proof of Concept
- RFP
How to get hired
- Tailor your resume: Highlight SaaS solutions engineering experience and enterprise sales achievements.
- Showcase technical skills: Emphasize cloud provider knowledge and proof of concept development.
- Prepare presentation examples: Practice explaining complex concepts clearly and concisely.
- Research Drata's values: Align your application with their Driver's Mindset and Drata Speed culture.
- Network on LinkedIn: Connect with Drata's sales team for insights.
Technical preparation
Behavioral questions
Frequently asked questions
- What is the typical career path for a Solutions Engineer at Drata?
- Solutions Engineers at Drata often progress into more senior technical sales roles, sales leadership, or specialized product management positions. The company encourages internal growth and provides resources for continuous development to support career advancement.
- What kind of technical background is most valued for a Solutions Engineer at Drata?
- A solid technical background with experience in software development and web technologies is highly valued. Familiarity with cloud providers like AWS and GCP, along with experience in building proofs of concept, is also beneficial for this Solutions Engineer role.
- How does Drata's hybrid work model affect a Solutions Engineer's day-to-day?
- Drata's hybrid model includes dedicated in-office collaboration days (Tuesdays-Thursdays) for strategic alignment and innovation, while Mondays and Fridays offer flexibility for focused work and autonomy. This structure allows Solutions Engineers to balance teamwork with independent contribution.
- What are the key performance indicators for a Solutions Engineer at Drata?
- Key performance indicators for this Solutions Engineer position include new customer acquisition rates, renewal rates, up-selling, cross-selling, and overall customer satisfaction. Contributing to the sales team's and business's success is also a crucial measure.
- How does Drata support the professional development of its Solutions Engineers?
- Drata offers generous annual stipends for professional development, access to internal learning opportunities, and encourages career advancement. This support system empowers Solutions Engineers to build new skills and deepen their expertise.
- What is the expected on-target earnings (OTE) range for this Solutions Engineer role?
- The OTE for this Solutions Engineer role varies by geographic location into three tiers: Tier 1 ($186,600 - $230,500), Tier 2 ($168,000 - $207,500), and Tier 3 ($149,300 - $184,400). Actual compensation depends on factors like experience and location.
- How does Drata ensure customer satisfaction in its sales process for Solutions Engineers?
- Solutions Engineers at Drata focus on shortening sales cycles while providing technical support on proofs of concept without overcomplicating the buyer’s journey. They also effectively communicate client needs to R&D for future product enhancements, ensuring customer-centric development.