Strategic Account Executive
About the Role
Strength in Trust
OneTrust’s mission is to enable innovation through the responsible use of data and AI. We believe that ensuring data is trusted shouldn’t slow teams down—it should accelerate what’s possible. This led us to develop the first technology platform for responsible data use in 2016. Today, with AI representing the latest and most impactful expansion of data yet, OneTrust is once again redefining what responsible innovation looks like. OneTrust, the AI‑Ready Governance Platform™, unifies regulatory intelligence, automation, and connected governance workflows so businesses can continue to move at the speed of AI while ensuring good governance to prevent data misuse at scale. Trusted by thousands of organizations worldwide, OneTrust is shaping the future where trusted data becomes a transformative force for business and society.
*This position is fully remote; however, candidates must reside in the Seattle, WA area to support the assigned territory.*
The Challenge
We are looking for a Strategic Account Executive. Account Executives have a critical role and responsibility to deliver new client acquisition in zero-base accounts, while also ensuring successful relationships and revenue growth with existing customers.
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.
Our Account Executives have a significant total contract value (TCV) opportunity with uncapped commission!
Your Mission
The Account Executive (AE) is responsible for consistently generating, qualifying, and executing opportunities that support our customers in the pursuit of becoming more trusted organizations and drive revenue for OneTrust. AEs are expected to use their thorough knowledge of the industry and excellent value-based sales skills to create the best solutions and solve complex customer problems. AEs must bring useful insights and best practices to customers and prospects.
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Work effectively in a cross-functional manner with Business Development, Partner Channel, and Solutions Engineering to successfully land and expand key accounts
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Utilize two-sided discovery & impeccable communication to understand the customers’ needs and articulate valuable solutions
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Understand key competitors and their strategies to clearly differentiate OneTrust’s solutions in the marketplace
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Establish customer relationships that enable OneTrust to be viewed as a trusted advisor
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Manage and optimize a targeted geographic territory
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Meet or exceed quota
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Conduct outreach to generate pipeline consistently even when engaged in closing activities
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Demonstrate resourcefulness to identify & leverage stakeholders, leaders, and champions to drive execution of the sales strategy appropriately
You Are/Have
You are someone with a hunting mentality and consultative approach. You bring curiosity, innovation, authenticity, leadership, and integrity to your work. You have experience communicating with C-Level Executives effectively, and you are confident in your communication skills. You approach new prospecting activities and deal-advancing activities with the utmost balance, and you are well-disciplined in sales processes and CRM hygiene.
Your experience includes:
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Experience with large complex sales deals ranging between $500k-$1 million.
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Working with companies with an average revenue of $4 billion.
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Previous experience in Value Selling
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Strong track record of performance with landing net new logos while growing and supporting existing key accounts
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Previous experience running sales presentation/demos
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Familiarity with Salesforce.com or similar CRM solution
Extra Awesome
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Strong experience selling B2B Enterprise-level software or related technologies, ideally 10+ years, but exceptions may be made for the right candidate
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.
Where we Work
We are embracing an office-first culture, encouraging three days a week in office for most roles, with meaningful opportunities to collaborate and celebrate in person.
Each role may have specific requirements or flexibility depending on the scope of the position, so we encourage you to verify this 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,