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. The Challenge Mid Market 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. 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 solve complex problems to support our customers within the Eastern Europe territory in the pursuit of becoming more trusted organizations. Uncover net new business opportunities and successfully take them through the sales cycle to closure. Will be responsible for sourcing and qualifying sales opportunities, setting proper customer expectations, handling negotiations and accurately forecasting to management. Utilize two-sided discovery to build relationships, understand the customers’ needs and articulate valuable solutions to ensure OneTrust is viewed as a trusted advisor. Understand key competitors and their strategies to clearly differentiate OneTrust’s solutions in the marketplace. Identify and leverage contributors, leaders, and champions to drive execution of the sales strategy . Work effectively in a cross-functional manner with Business Development, Partner Channel, and Solutions Engineering to successfully land and expand key accounts. You Are You are someone with a hunting mentality and consultative approach, and you have experience communicating with C-Level Executives effectively. You approach new prospecting and deal-advancing activities with balance, and you are well-disciplined in sales processes and CRM hygiene. Your experience includes: Eexperience selling B2B software/SaaS or related technologies. Ideally 3+ years of software sales experience. Track record of performance with landing net new logos using Value Selling while growing and supporting existing key accounts. Experience consistently generating net new pipeline including sales sourced pipeline. Previous experience running sales presentations and demos. Familiarity with Salesforce.com or similar CRM solutions. Fluency in English Proficiency in a second language is a strong asset 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
