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