We are looking for a motivated, curious, and solutions-driven Solutions Engineer with a passion for helping customers solve complex challenges through technology. In this role, you will support our account management and customer success teams in helping existing customers expand their investment in Drata. You’ll partner closely with customers to identify opportunities for growth, demonstrate the continued value of our platform, and build compelling business cases that align with their evolving needs. Measures of success include contribution to expansion outcomes, customer retention, and overall impact on customer success and account management efficiency. What you’ll do: <ul> <li>Partner with Account Managers and Customer Success Managers to support strategic customer growth opportunities</li> <li>Develop and deliver tailored product demonstrations that showcase new ways customers can derive value from Drata</li> <li>Build compelling business cases that justify expanded investments in the Drata platform</li> <li>Help resell Drata to new stakeholders or executive sponsors who join customer organizations</li> <li>Identify and champion repeatable expansion strategies in partnership with Account Managers</li> <li>Align customer pain points and evolving requirements with technical solutions and best practices</li> <li>Support technical evaluations, proof of concepts, and ongoing product education</li> <li>Conduct competitive and industry research to inform customer strategies and internal roadmap alignment</li> <li>Surface feedback and opportunities to product and engineering teams based on customer needs</li> </ul> What you’ll bring: Curiosity <ul> <li>A strong desire to understand customer challenges, industry trends, and how Drata can continue to deliver value post-sale</li> <li>Ability to quickly absorb new technologies and apply them to customer use cases</li> <li>A proactive mindset focused on identifying opportunities and recommending solutions</li> </ul> Collaboration <ul> <li>A team-oriented approach with the ability to work cross-functionally with account management, customer success, product, and engineering</li> <li>Willingness to share insights and contribute to the broader customer-facing strategy</li> <li>A growth mindset that thrives on feedback, learning, and continuous improvement</li> </ul> Solutions-Oriented Mindset <ul> <li>Ability to uncover needs and translate technical capabilities into clear business value</li> <li>Strategic thinking to help design scalable expansion playbooks across customer segments</li> <li>Comfort with building financial cases and technical arguments for increased investment</li> </ul> Impactful Communication <ul> <li>Ability to clearly articulate technical concepts to both technical and non-technical stakeholders</li> <li>Confidence in delivering demos, facilitating discussions, and engaging executives</li> <li>Strong writing and storytelling skills to support customer communication and internal alignment</li> </ul> Preferred Skills &amp; Experience: <ul> <li>2+ years of experience as a Sales or Solutions Engineer, ideally supporting post-sales or customer expansion motions within SaaS</li> <li>Familiarity with cloud infrastructure and SaaS ecosystems including: Infrastructure: AWS, GCP, Azure, Identity Management: Okta, Google Workspace, Entra ID, Version Control: GitHub, BitBucket, GitLab</li> <li>Experience conducting product evaluations, trials, or POCs with existing customers</li> <li>Solid technical background with the ability to explain integration workflows, APIs, and cloud-based architectures</li> <li>Ability to creatively present ideas and simplify complex solutions</li> <li>Thrives in fast-paced, evolving environments with multiple stakeholders</li> <li>Excellent communication and presentation skills</li> </ul> Benefits: <ul> <li>Healthcare: 90-100% paid premiums for medical, dental, and vision plans for employee and dependents + on demand health care concierge</li> <li>HSA, FSA, &amp; DCFSA: Pre-tax savings plans for healthcare and dependent care, with up to a $600 annual employer contribution to the HSA plan (if enrolled in HSA medical plan)</li> <li>100% paid short and long term disability plus life + AD&amp;D benefits</li> <li>Learning &amp; Development: $500 annually towards professional development opportunities + $250 annually towards personal development opportunities</li> <li>Flexible Time Off: Flexible vacation policy for strong, fully charged batteries</li> <li>16 Weeks Paid Parental Leave: An inclusive policy to ensure you have time with your newborn, newly adopted, or foster child  (available after six months of employment)</li> <li>Work Remotely: Flexible hours and work from home + $1,000 annually to cover necessary business related items for your home office</li> <li>401K: Reach your financial goals while reducing your taxes</li> </ul> This role will receive a competitive base salary, variable compensation, benefits, and 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 <a href="https://drata.com/career-tiers">here</a>. 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. <hr />  <div>Drata is on a mission to serve as the trust layer between great companies. Drata is a trust management platform that uses AI-driven automation to modernize governance, risk, and compliance, helping thousands of businesses develop a more secure, proactive, and risk-aware organization to continuously maintain trust with customers. We all recognize the importance of earning and keeping the trust of our customers when it comes to protecting their data. We know how burdensome achieving and maintaining a strong GRC posture can be with the rise in compliance regulations. It’s a manual, redundant, error-prone, and unscalable process - and it only grows more complex and expensive over time. Our team of SaaS, security, compliance, and audit experts have built a better way - with automation Employment at Drata is based solely upon individual merit and qualifications directly related to professional competence. We strictly prohibit unlawful discrimination or harassment on the basis of race, color, religion, veteran status, national origin, ancestry, pregnancy status, sex, gender identity or expression, age, marital status, mental or physical disability, medical condition, sexual orientation, or any other characteristics protected by law. We also make reasonable accommodations to meet our obligations under laws protecting the rights of the disabled. </div>