Sales Engineer - London

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 are" culture with sharp, curious people—the kind of team that makes hard problems genuinely fun to solve. See what they say here https://drata.com/about/careers/life and follow us on LinkedIn https://www.linkedin.com/company/drata/posts/?feedView=all for company news, employee stories, and career updates. Job Summary: We are looking for a motivated, curious, and solutions-driven Sales Engineer with a passion for helping customers solve complex challenges through technology. In this role, you will support the sales and channel team in engaging prospects and customers, demonstrating technical value, and driving successful outcomes. You will play a key role in both new customer acquisition and expanding relationships with existing customers. Measures of success include contribution to deal progression and overall impact on sales team efficiency and success. This is a hybrid role with the expectation of working in the London office 1-2 days per week. What you’ll do: - Partner with Account Executives to support prospective customers as they evaluate the Drata platform - Support technical proof of concepts and demonstrations, helping to simplify the buyer’s journey - Align customer pain points and requirements with proposed solutions - Develop and deliver compelling product demonstrations and help win new channel partners. - Gather and communicate customer needs to product and engineering teams for future enhancements - Conduct competitive research to inform positioning and strategy - Assist in building financial business cases for prospective customers - Manage technical aspects of RFP/RFI responses and documentation What you’ll bring: Curiosity - A strong desire to understand customer challenges, industry trends, and evolving technologies - Ability to quickly learn and adapt to new technologies and solutions - Proactive approach to problem-solving, always looking for creative ways to add value Collaboration - Ability to work closely with sales, channel, product, and engineering teams to deliver the best solutions for customers - Willingness to share knowledge and contribute to team success - A mindset of continuous learning and improvement through feedback and shared experiences Solutions-Oriented Mindset - A proactive approach to identifying challenges and proposing effective solutions - Ability to translate technical capabilities into business value for customers - Strong analytical thinking to support decision-making and sales strategy Impactful Communication - Ability to clearly articulate complex technical concepts in an easy-to-understand manner - Strong written and verbal communication skills for presentations, customer interactions, and internal collaboration - Confidence in delivering demonstrations and engaging with stakeholders at all levels Preferred Skills & Experience: - 2+ years of experience as a Sales / Solutions Engineer preferably in the SaaS space. - Working knowledge of common cloud providers across tools including: - Infrastructure - AWS, GCP, Azure - Identity Management - Okta, Google Workspace, Entra ID - Version Control - GitHub, BitBucket, GitLab - Experience running trials and POCs and serving as the technical partner of the prospective customer throughout their evaluation. - Solid technical background with understanding and/or hands-on experience in integrating cloud systems and API workflows - Ability to creatively explain and present complex concepts in an easy to understand manner - Experience working in a fast-paced, constantly changing environment - 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 https://drata.com/about/life-at-drata?utm_source=chatgpt.com. - 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, employees and their dependents - Financial Well-being: To support your retirement planning, our EOR offers a pension plan under which you contribute 5% of your bas