The ChallengeAs aRegional Sales Directoryou 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 MissionTheRegional Sales Directoris 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 aRegional Sales Director, you will have a track record of excellence in the following areas:Sales Acumen and LeadershipDrive 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 OTSet 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-SuiteDevelop and share solutions to challenges, demonstrating a proactive approach to problem-solvingTeam ManagementBuild and lead a high-performing sales team, fostering a commit-oriented, “play-to-win" culture and a mindset of continuous improvementDevelop A-players and coach your team to peak performance, making tough calls when necessary to optimize for a strong, high-performing cultureHire top talent with high velocity, leveraging an existing portfolio of potential hiresManage 80%+ of all deal cycles and transactions through your reportsDive into the details with your team and partners to drive exceptional account planning, discovery, deal progression, negotiation and bring large deals to closeScaling Experience & ResilienceBring 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 territoryDrive transformation in Sales methodology and culture, leading through times of turbulence and changeNavigate 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 managementBring a sense of innovation, entrepreneurship, and urgency to leadership of your territoryPipeline Management and PartnershipSuccessfully partner with Sales Development, Business Development, and Marketing teams to proactively build 3-4x pipelines with a four-quarter rolling forecastHold teams accountable for conversion rates and drive deal values ranging from $1-2M and aboveDevelop 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 opportunitiesBring your history of success and book of business to bear on customer growth in your regionYour experience also includesBachelor’s degree or comparable experience12+ years selling experience with at least 5 years successfully leading and managing teamsProven capability to collaborate effectively across corporate functions to deliver great experiences for customers throughout the deal cycle and beyondDedication to fostering diversity, equity, and inclusion through ongoing development, exemplifying inclusive behaviors, and actively addressing biasIf 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.
