Manager, Enterprise Corporate Sales

The Opportunity: 

As a Manager, Enterprise Corporate Sales Management  at OneTrust, you will lead and inspire a team of skilled Enterprise Corporate Sales professionals who manage renewals, upsells, cross-sells, and new business acquisition within the Enterprise Business Unit (EBU). This is a critical leadership position, requiring a seasoned professional with deep expertise in account management, sales, and renewals, combined with a track record of successful team management and coaching. 

In this role, you will own the performance and professional development of your team while aligning their efforts with OneTrust’s mission and revenue goals. Your leadership will focus on building a high-performance team, driving customer retention, growing revenue across accounts, forecasting (retention, expansion and net new logos), optimizing the sales process, and ensuring exceptional client outcomes. 

 

Your Core Responsibilities Include: 

1. Team Leadership & Development:

• Recruit, onboard, and develop a team of high-performing ECS reps, fostering their growth through coaching, mentoring, and regular feedback.
• Establish clear goals and performance metrics for your team, ensuring alignment with organizational objectives.
• Serve as a role model, promoting OneTrust’s core values and building a culture of accountability, collaboration, and success.

1. Sales Strategy & Execution:

• Drive the team’s execution of renewal, upsell, cross-sell, and net-new sales opportunities to achieve or exceed team revenue and retention goals.
• Collaborate with senior leadership to develop and implement territory plans and strategic sales initiatives for Enterprise accounts.
• Oversee high-priority customer negotiations, providing strategic guidance and ensuring favorable outcomes for both clients and OneTrust.
• Forecast retention and incremental revenue in a proactive manner consistently for current and future quarters. 
• Build upsells and cross-sell pipelines across your teams for the different cohorts of existing customers and prospects. 

1. Customer Relationship Management:

• Serve as an executive sponsor for enterprise and strategic customer accounts, supporting AE leadership while deepening relationships and acting as an escalation point to resolve issues.
• Ensure the team delivers a consultative and value-driven sales approach, aligning solutions to customer needs.

1. Operational Excellence:

• Drive operational improvements across the team, ensuring efficient processes for renewals, pipeline management, and forecasting.
• Monitor team performance through CRM tools and provide accurate reporting to senior leadership on team activities, forecasts, and key metrics.
• Collaborate with Sales Operations, Legal, and other internal teams to streamline sales and renewal processes.

1. Cross-Functional Collaboration:

• Partner with Customer Success, Sales, Solutions Engineering, and other teams to ensure smooth execution of renewals, expansions, and new business opportunities.
• Work with Marketing and Business Development to align lead-generation efforts with team objectives.

1. Market & Industry Expertise:

• Stay informed about market trends, competitor strategies, and customer needs, using this knowledge to guide the team and refine sales approaches.
• Provide strategic insights to internal stakeholders to influence product development and go-to-market strategies.

 

What You Bring: 

• Experience:
• 5+ years of management or leadership experience, with a proven track record of leading high-performing sales or account management teams.
• 8–10+ years of experience in sales, account management, and renewals, preferably in the software/SaaS industry.

Leadership Skills: 

• Strong ability to inspire, coach, and develop team members while fostering a culture of accountability and excellence.
• Strategic mindset with a passion for driving team success and delivering exceptional customer outcomes.

Sales Expertise: 

• Deep understanding of consultative selling, account management, and renewal processes.
• Expertise in managing complex contract negotiations and resolving customer escalations.
• Proficiency in pipeline management, forecasting, and CRM tools like Salesforce (including CPQ functionality).

 
Communication Skills: 

• Exceptional verbal and written communication skills, with the ability to influence and collaborate effectively across teams.

 
Education: 

• Bachelor’s degree preferred (Marketing, Business, Communications, or related field).

About You: 

You are a driven, results-oriented leader with a passion for building and leading high-performing teams. Your ability to balance strategic planning with hands-on leadership ensures both team and customer success. You thrive in fast-paced environments and are motivated by solving complex challenges while enabling your team to deliver value at scale. 

 

Why OneTrust? 

At OneTrust, trust is the cornerstone of everything we do. Join us as we empower businesses to succeed while championing ethical, sustainable practices. Together, we’re building a future rooted in trust.