Drive outbound prospecting (calls, email, social) to generate qualified meetings for Account Executives. Research accounts, qualify leads, manage a sales pipeline in Salesforce, respond to inbound interest, and hit weekly/monthly activity and meeting targets. Engage with C-suite prospects, use social and internet research tools, and maintain accurate CRM records while being coachable and metrics-driven.

Support sales and channel teams to demo and prove Drata's platform value, run technical POCs/trials, align solutions to customer needs, manage RFP/RFI technical responses, gather product feedback, conduct competitive research, and help build financial business cases to advance deals and win partners.

Senior Solutions Engineer supporting pre-sales and post-sales efforts: partner with sales on strategic deals, build and deliver demos and proofs-of-concept, respond to RFPs/RFIs, translate customer needs to product teams, model financial business cases, and drive upsell/renewal and customer satisfaction.