Account Executive, Enterprise

About the role

OneTrust requires an Account Executive, Enterprise who owns the full sales cycle for zero-base strategic accounts, owning end-to-end revenue generation and customer expansion within assigned territories. The hire will leverage consultative discovery to uncover complex business problems and translate them into OneTrust platform value. They will act as a trusted advisor, building long-term executive relationships that drive adoption and retention. This role demands consistent pipeline generation and quota attainment through disciplined opportunity management. The successful candidate will utilize cross-functional collaboration to deliver tailored solutions that mitigate customer risk. They will also champion customer success to ensure retention and expansion within key accounts. This position is critical to supporting OneTrust's mission of enabling trusted innovation at scale.

Key facts

What you'll do

Conduct strategic outreach to enterprise decision-makers to build a robust pipeline of qualified opportunities.

Utilize two-sided discovery techniques to deeply understand customer risk, compliance, and data governance challenges.

Demonstrate resourcefulness by identifying and leveraging multiple stakeholders, leaders, and champions across complex organizations.

Work effectively in a cross-functional manner with Business Development, Partner Channel, and Solutions Engineering to land and expand key accounts.

Establish customer relationships that position OneTrust as a trusted advisor and preferred platform for responsible data and AI governance.

Manage and optimize a targeted geographic territory to maximize coverage and account penetration.

Understand key competitors and their strategies to clearly differentiate OneTrust's AI-Ready Governance Platform in the marketplace.

Meet or exceed assigned quota and revenue targets through consistent execution and rigorous opportunity management.

Employ consultative selling approaches to align OneTrust solutions with specific customer business outcomes and regulatory requirements.

Support customer success initiatives to ensure high adoption, retention, and expansion within existing enterprise accounts.

Contribute to the development of sales playbooks and battle cards based on market feedback and competitive intelligence.

Participate in customer-driven roadmaps to provide input on platform enhancements that drive long-term value.

Maintain accurate and timely records in CRM systems to ensure forecast accuracy and pipeline visibility.

Engage in continuous learning of OneTrust product capabilities and industry trends to maintain thought leadership.

Collaborate with marketing teams to refine messaging and support demand generation initiatives.

Requirements

You must possess a Bachelor's degree or equivalent practical experience.

You have a minimum of five years of progressive experience in enterprise software sales.

You have a proven track record of exceeding quota in a prior sales role.

You are experienced selling complex, multi-threaded solutions to large organizations.

You have a strong history of building and maintaining executive-level relationships.

You are highly proficient in using CRM tools to manage and forecast sales pipelines.

You have excellent written and verbal communication skills in English.

You are willing to travel within the United States for customer meetings and industry events.

You have a consultative selling background in the technology or SaaS sector.

You demonstrate strong negotiation and closing skills with enterprise stakeholders.

You can manage multiple priorities and deadlines in a fast-paced environment.

You have experience working with data governance, risk, or compliance topics.

You are comfortable using video conferencing platforms for remote collaboration.

You have a history of collaborating effectively with cross-functional internal teams.

Nice to have

Experience with RegTech, GRC, or data privacy platforms.

Knowledge of AI governance, responsible AI frameworks, or data ethics standards.

Familiarity with compliance regulations such as GDPR, CCPA, or HIPAA.

Experience with solution selling or value-based selling methodologies.

Background in serving enterprise clients in financial services or healthcare sectors.

Practical notes

This role is based in the United States and offers flexible work arrangements.

Travel may be required within the United States for customer engagements.

Visa sponsorship may be considered for qualified candidates.

Employment is contingent upon receipt of offer acceptance and background check completion.