Director, Sales Strategy and Operations

OneTrust; Atlanta (GA); On-site; USD 168,750 - 253,125; Full time

Benefits offered by this job

Discretionary bonuses

Equity options

Comprehensive benefits

Job summary

OneTrust is seeking a Director of Sales Strategy & Operations to drive the sales strategy team and optimize the go-to-market strategy. The ideal candidate will have over 10 years of experience in sales operations within B2B SaaS environments and a proven track record in change management and operational excellence.

The position offers a competitive salary range between $168,750 and $253,125 USD, along with bonuses and comprehensive benefits. This role is critical in leading the organization's sales process enhancements.

Qualifications

• 10+ years of experience in a Sales Operations, Marketing Operations, Strategy and/or Finance role in B2B SaaS environments.
• Deep understanding of Marketing & Sales Operations processes and systems.
• Ability to lead through influence across organizational leadership.

Responsibilities

• Partner closely with Executive leadership to optimize the sales GTM.
• Build and manage a sales strategy team supporting GTM strategy and design.
• Use data analysis to generate business intelligence insights.

Skills

Sales Operations

Marketing Operations

Change Management

Data Analysis

Leadership

Job description

OneTrust – Director, Sales Strategy & Operations

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.

Responsibilities

• Partner closely with Executive leadership, Business Operations, and Finance to optimize the sales GTM.
• Build and manage a sales strategy team supporting GTM strategy and design, process optimization, fiscal planning, business risk and opportunity assessment, sales forecasting, sales reporting and analytics.
• Establish and maintain operating cadence and rigor across all sales functions to ensure the health of the business and manage key performance metrics including forecast accuracy, pipeline analysis, and sales execution.
• Partner with Marketing to monitor and report on the sales funnel from lead generation to opportunity management to close.
• Partner with Enablement and Sales leadership to evolve the sales motion, process and rules of engagement across the breadth of the account team.
• Use data analysis and storytelling to generate business intelligence insights for the team.
• Partner with Sales Leadership and Finance to develop and execute scalable fiscal planning processes, including organizational design, segmentation, territory design, capacity and quota planning.
• Build and drive process, change management, and operational efficiencies through the Sales organization.

Qualifications

• 10+ years of experience in a Sales Operations, Marketing Operations, Strategy and/or Finance role in B2B SaaS environments.
• Deep understanding of standard business practices related to Marketing & Sales Operations processes and systems (sales cycle, CRM, marketing applications, lead generation, reporting, forecasting, territory management, compensation planning and sales quotas).
• Ability to lead through influence, working alongside organizational leadership (Sales, Operations, Product Management, and Executive Team).
• Proven track record of leading change management, building aligned tooling and developing methods to measure and systemize Sales KPIs for internal teams and customers.
• Proven track record in operational excellence, automation and process resilience.
• High motivation for continuous improvement and ability to drive impact in a fast‑paced environment. Ability to thrive in an ambiguous environment with a high degree of autonomy.

Salary and Location

Base pay range (U.S. locations): $168,750 – $253,125 USD. Eligible for discretionary bonuses, equity, and/or commissions, as well as benefits.

Locations: California, Colorado, Connecticut, Nevada, New York, Rhode Island, and Washington.

EEO Statement

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.