Senior Manager, Solutions Engineering
Our Mission & Values:
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.
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 motivated, strategic, and solutions-driven Senior Manager, Solutions Engineering to lead a team of experienced Solutions Engineers supporting Commercial and SMB customers (1-750 employees). In this role, you will provide leadership and direction to a high-performing team, ensuring they are equipped to drive technical value, support complex sales cycles, and deliver successful customer outcomes. You will partner closely with sales leadership and cross-functional teams to refine strategy, improve execution, and enhance the customer experience. Success in this role will be measured by the effectiveness of the Solutions Engineering team, impact on commercial/SMB sales performance, and contribution to overall business growth.
What you’ll do:
Lead & Develop a High-Performing Team
Manage, mentor, and coach a team of Solutions Engineers supporting Commercial and SMB customers.
Drive professional growth and technical excellence within the team.
Foster a collaborative and customer-first culture.
Sales Support & Strategy
Partner with Commercial and SMB sales leadership to refine technical sales strategies and support high-value deals.
Ensure the team effectively executes technical proof of concepts (POCs), demos, and solution alignment for complex Commercial and SMB prospects.
Solution & Product Support
Serve as an escalation point for technical pre-sales challenges and key customer engagements.
Ensure the team gathers and communicates customer insights to product, engineering, and customer success teams.
Operational Excellence & Enablement
Define and track key performance metrics to measure the effectiveness of the team.
Drive process improvements to optimize Commercial and SMB sales efficiency and technical engagement.
Support RFP/RFI responses, competitive analysis, and technical business case development.
What you’ll bring:
Leadership & People Development
Experience managing and scaling a high-performing technical sales/pre-sales team.
Ability to mentor and grow team members while fostering a culture of accountability and collaboration.
Commercial/SMB Sales Acumen
Proven ability to support and influence complex commercial and SMB sales cycles.
Strong understanding of procurement processes, compliance requirements, and Commercial and SMB IT environments.
Technical Expertise & Problem-Solving
Strong background in SaaS solutions and cloud-based architectures.
Experience working with common cloud platforms and IT tools, including:
Cloud Infrastructure – AWS, GCP, Azure
Identity & Access Management – Okta, Google Workspace, Entra ID
Version Control & DevOps – GitHub, Bitbucket, GitLab
Ability to translate technical capabilities into business value for customers.
Effective Communication & Executive Presence
Ability to clearly articulate complex technical solutions to both technical and non-technical stakeholders.
Strong storytelling and presentation skills for engaging with executives and decision-makers.
Requirements:
7+ years of experience in Solutions Engineering, Pre-Sales, or related technical customer-facing roles.
3+ years of experience managing a pre-sales team, ideally within the SaaS or cloud technology space.
Strong track record of supporting commercial and SMB customers and quicker sales cycles.
Experience owning and improving technical sales processes, including POCs, demos, and solution design.
Excellent problem-solving skills and ability to work in a fast-paced, dynamic environment.
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 expected OTE range for this role is $230,600- $284,900, subject to change.
A variety of factors are considered when determining someone’s leveling and compensation–including a candidate’s professional background and experience. This range may be modified in the future and final offer amounts may vary from the amounts listed above.