Your Mission
Lead technical strategy for the highest-impact, most complex opportunities across OneTrust’s solutions portfolio, aligning the customer’s business priorities, technology environment, risk posture, architecture and decision process to the right OneTrust solutions and measurable outcomes. Bring particular depth in AI Governance where relevant to the customer’s needs.
Build deep account alignment with Account Executives, Customer Success and other partners. Map the buying group and executive sponsors; understand account priorities and whitespace; and shape a coordinated, multi-stakeholder motion that advances the opportunity and contributes to sustainable ACV growth. Partner with the commercial account owners on expansion strategy; this role does not replace their ownership of the customer relationship.
Engage credibly with executive and practitioner stakeholders—including CIO/CTO, CISO, Chief AI and Data leaders, Privacy, Legal, Risk, Security, Procurement, and AI/ML Engineering—to connect governance requirements with business value and delivery realities.
Lead discovery and solution design for complex enterprise programmes across relevant OneTrust solution areas, translating fragmented requirements, regulatory obligations and technical constraints into practical, scalable operating models, architectures and workflows.
Bring deep technical expertise in OneTrust’s solutions, enterprise integrations and the technology ecosystems relevant to each opportunity. Advise on APIs, data flows, identity and access, cloud and platform architecture, and—where relevant—AI/ML lifecycles and operational controls; identify risks and dependencies early; and recommend implementable designs.
Lead tailored demonstrations, technical evaluations, proofs of concept, RFP responses and executive presentations across the portfolio. Set clear success criteria, prove technical fit and business value, and use evaluation outcomes to build stakeholder confidence and progress the sales motion.
Articulate OneTrust’s differentiated value and position solutions thoughtfully against alternatives, connecting customer requirements to the most relevant solution capabilities, integrations and roadmap—including AI Governance where applicable—without overpromising.
Act as a strategic bridge between the field and Product, Engineering, Marketing and leadership. Bring structured customer and competitive insight to inform product direction, positioning, packaging and go-to-market strategy.
Create reusable solution patterns, account-planning practices, demos, technical guidance and field assets that improve consistency and outcomes beyond an individual opportunity.
Coach and mentor Solutions Engineers and cross-functional partners in portfolio knowledge, strategic discovery, technical storytelling, executive engagement and complex deal execution, sharing AI Governance expertise where relevant.
Maintain accurate opportunity strategy, technical risks, evaluation plans and next steps in Salesforce, in partnership with the account team.
What Success Looks Like
You are a trusted technical and strategic partner on the business’s most consequential opportunities across OneTrust’s solutions portfolio, improving deal progression and technical win outcomes.
You build durable alignment across customer executives, practitioners and the OneTrust account team, connecting the right OneTrust solutions to funded priorities and demonstrable business value—including AI Governance where relevant.
Your work contributes to healthy ACV growth by helping account teams identify, shape and win the right strategic opportunities.
Customers see a credible path from their business priorities to operational outcomes, with connected, secure, scalable and realistic recommendations across the relevant OneTrust solutions.
You raise the capability of the wider organisation through thought leadership, repeatable approaches, coaching and actionable customer insight.
You Are
A strategic, customer-led thinker who starts with outcomes and discovery, navigates ambiguity, and exercises sound judgement rather than defaulting to a product pitch or a standard playbook.
Commercially astute: you understand how complex enterprise buying decisions are made, how technical strategy affects deal outcomes, and how to create mutual value without compromising customer trust.
An executive-level communicator who can move from technical depth to a concise business narrative, influence senior decision-makers, and adapt to different audiences.
A broad portfolio strategist and a credible AI Governance expert, with a strong, current point of view on the AI landscape, associated technologies and fast-moving developments. You continuously assess what is emerging, what is becoming operationally relevant, and what it means for customer needs and OneTrust’s solutions.
A technical authority and generous coach: you are a go-to resource on complex problems and actively build the expertise and confidence of others.
A cross-functional leader who influences through expertise, brings teams together across geographies, and turns customer and market insight into broader organisational impact.
Comfortable setting direction where the answer is not yet established, while being transparent about assumptions, trade-offs, product capabilities and limitations.
Your Experience Includes
Typically 12+ years of relevant experience in Solutions Engineering, Solutions Consulting, technical sales or a comparable customer-facing enterprise technology role, including a track record of leading complex, strategic opportunities.
Demonstrated success shaping strategic sales motions through deep account alignment, executive engagement, multi-threaded discovery and value-based solution design—with evidence of contributing to ACV growth and technical wins.
Experience across multiple enterprise solution areas, ideally spanning OneTrust domains such as privacy, AI Governance, data use governance, technology risk and compliance, third-party risk, and consent and preferences. You can connect solution areas into coherent customer outcomes; AI Governance is a required area of depth, but not the exclusive scope of the role.
Deep expertise in AI Governance and responsible AI, including practical understanding of AI system inventories, governance operating models, risk assessment, policy and controls, approvals, evidence and ongoing oversight.
Strong knowledge of AI technologies and architectures, including generative AI and large language models, AI agents, machine learning, third-party AI, model and application lifecycles, and the cloud services and platforms used to build and operate AI. You can assess new developments critically and translate their implications into customer guidance.
Working knowledge of relevant governance and regulatory frameworks, such as the EU AI Act, NIST AI Risk Management Framework and ISO/IEC 42001, and the ability to connect requirements to operational processes and technical controls.
Strong technical grounding in enterprise SaaS, cloud computing, web applications, REST APIs, enterprise integrations, authentication and data flows. Experience with JavaScript or Python and practical scripting is valuable; familiarity with containers and Kubernetes is an advantage.
Experience designing and delivering enterprise software demonstrations, integrations and evaluations, including proofs of concept with clear business and technical success criteria.
The ability to build trusted relationships and influence across customer organisations and internal teams, including Sales, Customer Success, Product, Engineering, Marketing and partners.
A degree in Computer Science, Engineering or a related field, or equivalent practical experience.
Willingness to travel as required; estimated travel is approximately 25%.
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, flexible PTO, equity RSUs, annual performance bonus opportunities, retirement account support, 14+ weeks of paid parental leave, career development opportunities, company-paid privacy certification exam fees, and much more. Specific benefits differ by country. For more information, talk to your recruiter or visit onetrust.com/careers.
Resources
Check out the following to learn more about OneTrust and its people
OneTrust Careers on YouTube
@LifeatOneTrust on Instagram
Your Data
You have the right to have your personal data updated or removed. You also have the right to have a copy of the information OneTrust holds about you. Further details about these rights are available on the website in our Privacy Overview. You can change your mind at any time and have your personal data removed from our database. In order to do this you must contact us and let us know you wish to be removed. The request should be made on the Data Subject Request Form.
Recruitment fraud warning: OneTrust is aware of scams involving false offers of employment with our company. The fraudulent jobs, interviews and job offers use fake websites, email addresses, group chat and text messages. Be aware that we never ask candidates for personal information, IDs or bank information during the interview process. We do not interview prospective candidates via instant message or group chat, and do not require candidates to purchase products or services, or process payments on our behalf as a condition of any employment offer. Please note that any legitimate interview availability requests will come directly from a OneTrust recruiter with an "@onetrust.com" email address. You may also receive legitimate emails from "@us.greenhouse-mail.io". Recruiters will only reach out to candidates who have applied for a role through our ATS (Greenhouse) or prospects via LinkedIn InMail. Job offers will come from a recruiter and may have a "@docusign.net" email address. For more information or if you have been targeted please reach out to askrecruiting@onetrust.com.
Our Commitment to You
When you join OneTrust you are stepping onto a launching pad — the countdown has begun. The destination? A career without boundaries working alongside a diverse and inclusive crew who is passionate about doing meaningful work. As a pioneer, your voice and expertise will help chart the direction of an entirely new category. Our commitment to putting people first starts with you. Your growth is part of the mission. Our goal is to give you the power to embark on the next phase of your uniquely, unique career.
OneTrust provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by local laws.
