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.