Director, Sales Strategy and Operations

Strength in Trust

 OneTrust’s mission is to enable innovation through the responsible use of data and AI. We believe that ensuring data is trusted shouldn’t slow teams down—it should accelerate what’s possible. This led us to develop the first technology platform for responsible data use in 2016. Today, with AI representing the latest and most impactful expansion of data yet, OneTrust is once again redefining what responsible innovation looks like. OneTrust, the AI‑Ready Governance Platform™, unifies regulatory intelligence, automation, and connected governance workflows so businesses can continue to move at the speed of AI while ensuring good governance to prevent data misuse at scale. Trusted by thousands of organizations worldwide, OneTrust is shaping the future where trusted data becomes a transformative force for business and society. 

The Challenge

We are looking for a Director, Sales Strategy & Operations. This role will lead the Strategy & Operations team focused on optimizing our Sales GTM to drive ACV growth. The individual will need to align with sales leadership to help manage the day to day operating rhythm of the sales team, orchestrate the fiscal planning process and conduct detailed analysis of the business to identify risk and opportunity for growth.  Success in this role depends on expertise in sales operations and a desire to work in a dynamic and fast paced environment.  The individual should be proficient in data analytics and understand how to translate insights into recommendations for a senior executive audience.

Your Mission

• Partner closely with Executive leadership, Business Operations, and Finance to optimize our sales GTM
• Build and manage a sales strategy team supporting GTM strategy and design, process optimization, fiscal planning, business risk and opportunity assessment, sales forecasting, sales reporting and analytics
• Establish and maintain operating cadence/rigor across all sales functions to ensure the health of the business and manage to key performance metrics including forecast accuracy, pipeline analysis, and sales execution
• Partner with Marketing to monitor and report on the sales funnel from lead generation to opportunity management to close
• Partner with Enablement and Sales leadership to evolve the sales motion, process and rules of engagement across the breadth of the account team
• Use data analysis and storytelling to generate business intelligence insights for the team.
• Partner with Sales Leadership and Finance to develop and execute scalable fiscal planning processes, including organizational design, segmentation, territory design, capacity and quota planning 
• Build and drive process, change management, and operational efficiencies through the Sales organization 

You Are

• A thought leader who is able to build productive and positive relationships across the organization at all levels
• Someone with excellent communication skills, particularly with executive-level partners
• An exceptional people leader: acquire, develop and retain top industry talent to perform beyond expectations 

Your Experience includes:

• 10+ years of experience in a Sales Operations, Marketing Operations, Strategy and/or Finance role in B2B SaaS (software-as-a-service) environments
• Deep understanding of standard business practices related to Marketing & Sales Operations processes and systems (sales cycle, CRM, Marketing applications, lead generation, reporting, forecasting, territory management, compensation planning and sales quotas)
• Ability to lead through influence, working alongside organizational leadership (Sales, Operations, Product Management, and Executive Team)
• Proven track record of leading change management, building aligned tooling and developing methods to measure and systemize Sales KPIs for internal teams and customers. 
• Proven track record in operational excellence, automation and process resilience.
• High motivation for continuous improvement and ability to drive impact in a fast-paced environment. Ability to thrive in an ambiguous environment with a high degree of autonomy 

For California, Colorado, Connecticut, Nevada, New York, Rhode Island, and Washington-based candidates: the annual base pay range for this role is listed below. Within this range, individual pay is determined by several factors, including location, job-related skills, work experience, and relevant education and/or training. This role may also be eligible for discretionary bonuses, equity, and/or commissions, as well as benefits.

Salary Range

$168,750—$253,125 USD

Where we Work

We are embracing an office-first culture, encouraging three days a week in office for most roles, with meaningful opportunities to collaborate and celebrate in person.Each role may have specific requirements or flexibility depending on the scope of the position, so we encourage you to verify this with your recruiter during your first interview.

Benefits

As an employee at OneTrust, you will be part of the OneTeam. That means you’ll receive support physically, mentally, and emotionally so that you can do your best work both in and out of the office. This includes comprehensive healthcare coverage, flexible PTO, equity RSUs, annual performance bonus opportunities, retirement account support, 14+ weeks of paid parental leave, career development opportunities, company-paid privacy certification exam fees, and much more. Specific benefits differ by country.