Senior Solutions Engineer, Enterprise - West

Drata is building the trust layer between great companies - automating compliance, managing risk, and helping organizations prove trust continuously as they scale. We're Dratanauts: a global crew of 600+ professionals united by a culture that rewards integrity, ownership, and raising the bar, no matter where in the world we're working from. Why Join the Drata Team? At Drata, you're not maintaining legacy compliance software - you're building the agentic AI platform defining what trust looks like for the next generation of companies. Here's what makes the work itself worth showing up for: Problems without a playbook: You'll work at the edge of AI and security, building agentic governance, continuous compliance, and real-time trust verification to solve problems that don't have an established answer yet. You're writing it as you go. Real ownership, not just process: Our values center on owning outcomes and raising the bar, not checking boxes. You're expected to have opinions and back them. A seat at the table: Your perspective is unique and valued. Open debate and diverse viewpoints are built into how decisions actually get made here, at every level. Growth at rocketship speed: Drata is scaling fast, which means scope grows fast too. High performers get more ownership, visibility, and experience. A crew, not just coworkers: Dratanauts consistently describe a "come as you a [... source excerpt omitted ...] 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. 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 [... source excerpt omitted ...] 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 tr