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Senior Sales Manager - (GRC) Governance, Risk & Compliance

OneTrust

OneTrust

Legal, Sales & Business Development
Florida, USA
Posted on Friday, March 29, 2024

Strength in Trust

OneTrust unlocks the full potential of data and AI, securely and responsibly. Our platform enforces the secure handling of company data, empowering organizations to drive innovation responsibly while mitigating risks. With a comprehensive suite of solutions spanning data and AI security, privacy, governance, risk, ethics, and compliance, OneTrust enables seamless collaboration between data teams and risk teams to enable rapid and trusted innovation. Recognized as the market leader in trust, OneTrust boasts over 300 patents and serves more than 14,000 customers globally, ranging from industry giants to small businesses.

The Challenge

We are looking for a Senior Sales Manager. This role will be responsible for developing and managing a productive Sales team of Individual Contributors selling our Governance, Risk, Compliance and Security Assurance Cloud solution. You will demonstrate the ability to train, motivate, and coach Sales Representatives to meet and exceed individual and team goals and metrics. You will also qualify sales opportunities, setting proper customer expectations and handling negotiations.

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.

This is a high TCV opportunity with uncapped commission and a competitive salary.

Your Mission

In this role, you will be responsible for managing, hiring, and training a high-performing Sales team. You will also be tasked with tracking and reporting key metrics for your team. Ultimately, this role needs to understand the customers’ business needs while successfully leading a segment of the Sales team.

As a Senior Sales Manager, you will:

  • Demonstrate a knowledgeable understanding of the OneTrust GRC and Security Assurance Offering
  • Leverage an understanding of customer needs to assist with prospecting and qualifying potential buyers
  • Engage with high priority accounts for OneTrust
  • Work closely with clients, Account Executives, Sales Engineering, Implementation, Product Managers, Marketing and Senior Management
  • Drive strategic engagement for C-level executive
  • In partnership with HR, support the leadership team in ensuring equitable experiences, strengthening inclusion acumen, and promoting a culture of inclusivity and belonging that embraces the contributions of all team members
  • Manage, hire, and train a high performing sales team

You Are

Someone who takes a consultative approach in handling aspects of the sales cycle to include proposal development and product demonstrations. You are able to effectively and joyfully coach and train on key processes. You’re a strategic thinker and communicator who knows how to talk to C-level executives.

  • Passionate about Governance, Risk and Compliance (GRC), with an understanding of IT risk, operational risk management, business continuity and disaster recovery, vendor management, audit management, compliance, and policy management.
  • Able to easily communicate to both executives, and technical leaders, around issues, outcomes, and ROI.
  • Curious about the evolving landscape and responsibilities of a CISO
  • A creative problem solver
  • Dedicated to your craft
  • Collaborative in nature and excel working in a team
  • Experienced in value selling, command of the message, consultative selling etc.
  • Knowledgeable of the GRC industry, and vendors, such as RSA Archer, ServiceNow, SAI global (Modulo, Bwise), Riskonnect, MetricStream, Navex Global (Lockpath), Diligent (Galvanize) etc.

Your experience includes:

  • Bachelor’s degree or comparable experience
  • 5+ years selling and/or technical experience within GRC
  • 7-10 years selling B2B Enterprise level software or related technologies
  • Strong track record of performance
  • Experience of selling to C-level within large enterprise accounts
  • Ability to effectively enable others with your knowledge and expertise and proactive communication
  • Maintain accurate and timely customer, pipeline, and forecast data
  • Excellent verbal and written communication skills
  • Value selling
  • Experienced selling in a complex and matrixed selling environment
  • Previous experience running sales presentation/demos
  • Familiarity with Salesforce.com or similar CRM solution
  • Commitment to diversity, equity, and inclusion through continuous development, modeling inclusive behaviors, and proactively managing bias

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
$130,500$195,750 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.

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 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.

Resources

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.