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Regional Sales Director, Enterprise South (TOLA)



Sales & Business Development
Florida, USA
Posted on Saturday, March 2, 2024

Strength in Trust

OneTrust is the trust intelligence cloud platform organizations use to transform trust from an abstract concept into a measurable competitive advantage. Organizations globally use OneTrust to enable the responsible use of data while protecting the privacy rights of individuals, implement and report on their cyber security program, make their social impact goals a reality, and create a speak up culture of trust. Over 14,000 customers use OneTrust's technology, including half of the Global 2,000. OneTrust currently ranks #24 on the Forbes Cloud 100 list of top private cloud companies in the world and employs over 2,000 people in regions across North America, South America, Asia, Europe, and Australia.

The Challenge

As a Regional Sales Director you will play a pivotal role in building, coaching, unblocking, and driving your team to exceed expectations, contributing significantly to the hyper-growth of OneTrust’s business through scaling our growth in the Enterprise and Strategic business segments.

OneTrust is a fast-growing SaaS enterprise platform with a strong growth trajectory. We invest heavily in our Sales Team through demand generation, methodology-driven sales philosophy, weekly sales trainings, customer-driven roadmaps, and a readily-available executive team to help close deals.

Your Mission

The Regional Sales Director is responsible for hiring, developing, and managing a high-performing team of Account Executives. You will train, motivate, and coach the team to successfully deliver or exceed quota for your territory and build resilience and solution orientation into your team’s mindset. You will also qualify sales opportunities, setting proper customer expectations and quarterbacking deal negotiations, and leverage your executives to remove roadblocks and get deals over the line.

As a Regional Sales Director, you will have a track record of excellence in the following areas:

Sales Acumen and Leadership

  • Drive high-rigor MEDPICC approach to preparation, discovery, pitch, deal management and close across your team’s portfolio and territory, ensuring great customer experience and warm handoffs to partners throughout the customer journey with OT
  • Set the bar for accurate data-driven forecasting, deal control and deal risk management for mid and long-range deal cycles (e.g., 6-18 months)
  • Directly and through your team, establish long-term, multi-threaded relationships with both executive buyers and surrounding leader ecosystems / C-Suite
  • Develop and share solutions to challenges, demonstrating a proactive approach to problem-solving

Team Management

  • Build and lead a high-performing sales team, fostering a commit-oriented, “play-to-win" culture and a mindset of continuous improvement
  • Develop A-players and coach your team to peak performance, making tough calls when necessary to optimize for a strong, high-performing culture
  • Hire top talent with high velocity, leveraging an existing portfolio of potential hires
  • Manage 80%+ of all deal cycles and transactions through your reports
  • Dive into the details with your team and partners to drive exceptional account planning, discovery, deal progression, negotiation and bring large deals to close

Scaling Experience & Resilience

  • Bring your experience with scaling SaaS environments – whether startups, or incubating business units or product lines in a larger company – to help OT scale in your territory
  • Drive transformation in Sales methodology and culture, leading through times of turbulence and change
  • Navigate growing pains associated with scaling and transformation, leading your team to adapt to changes in deal management, customer life-cycle management, and sales operations/process management
  • Bring a sense of innovation, entrepreneurship, and urgency to leadership of your territory

Pipeline Management and Partnership

  • Successfully partner with Sales Development, Business Development, and Marketing teams to proactively build 3-4x pipelines with a four-quarter rolling forecast
  • Hold teams accountable for conversion rates and drive deal values ranging from $1-2M and above
  • Develop long range relationships with prospects and customers in your territory to enable pipeline and progression not only on today’s deals but on future business opportunities
  • Bring your history of success and book of business to bear on customer growth in your region

Your experience also includes

  • Bachelor’s degree or comparable experience
  • 12+ years selling experience with at least 5 years successfully leading and managing teams
  • Proven capability to collaborate effectively across corporate functions to deliver great experiences for customers throughout the deal cycle and beyond
  • Dedication to fostering diversity, equity, and inclusion through ongoing development, exemplifying inclusive behaviors, and actively addressing bias

If you are a dynamic and achievement-oriented leader with a record of leading high-performance teams to deliver serious growth in mature, scaled SaaS environments and scale-up scenarios, we encourage you to submit your application. Your capacity for innovation, urgent leadership, and commitment to delivering outstanding results will be instrumental in contributing to the success of OneTrust.

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
$148,500$223,125 USD

Where we Work

OneTrust embraces a hybrid working model. Our Working@ OneTrust initiative is our way of clarifying where we hire, how we work together, and where we’re located in that hybrid model.

The underlying “why” for Working@ is that we are intentional about the culture that we want to create together. That includes bringing teams together, in-person, throughout the year to collaborate, build connections, learn from each other, and celebrate our wins to Finish Stronger.

We are committed to a flexible approach informed by a set of guiding principles. You’ll see that reflected in our worker designations: “Office-flex” and “Location-flex”.

  • Office-flex: Like a traditional hybrid model, OneTrust “Office-flex” employees may be asked to work in an office periodically if they are within a commutable distance to a OneTrust office. This includes coming into the office for our Company Kickoff, Company All Hands, and other larger company events. Beyond that, we give our leaders and teams the flexibility to set additional guidelines based on the nature of your role.
  • Location-flex: Similar to other companies’ remote policies, for OneTrust “Location-flex" roles, you will primarily work from your home office location. However, you may be required to travel to our OneTrust offices or customer sites periodically based on the nature of your role.

Each role may have specific requirements, so we encourage you to verify the location of the role with your recruiter during your first interview.


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 stock options, 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. For more information, talk to your recruiter or visit onetrust.com/careers.


Check out the following to learn more about OneTrust and its people:

Your Data

You have the right to have your personal data updated or removed. You also have the right to have a copy of the information OneTrust holds about you. Further details about these rights are available on the website in our Privacy Overview. You can change your mind at any time and have your personal data removed from our database. In order to do this you must contact us and let us know you wish to be removed. The request should be made on the Data Subject Request Form.

Our Commitment to You

When you join OneTrust you are stepping onto a launching pad — the countdown has begun. The destination? A career without boundaries working alongside a diverse and inclusive crew who is passionate about doing meaningful work. As a pioneer, your voice and expertise will help chart the direction of an entirely new industry — Trust. Our commitment to putting people first starts with you. Your growth is part of the mission. Our goal is to give you the power to embark on the next phase of your uniquely, unique career

OneTrust provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by local laws.