Principal Partner Sales Manager, OneTrust
+ Equity stock options, + Annual performance bonus opportunities
AI-ready governance platform
Job no longer available
AI-ready governance platform
1001+ employees
Job no longer available
+ Equity stock options, + Annual performance bonus opportunities
1001+ employees
Company mission
To enable innovation through the responsible use of data and AI.
Role
Who you are
- Coachable and organized
- A strong communicator and critical thinker
- Comfortable with a consultative sales approach
- Open to 20–30% travel
- 8–12 years of experience managing outcome-based partner relationships in SaaS/software
- Bachelor’s degree or equivalent military/professional experience in a related field
- Proven track record of meeting and exceeding target goals
- Effective sales presentation, forecasting, and planning skills
- Strong analytical, critical thinking, and problem-solving skills
- Self-starter and phenomenal team player
- Strong propensity to take initiative and thrive on change and ambiguity
What the job involves
- Act as an extension of our Regional Sales Leadership team
- Drive effective territory plans and target account plans
- Ensure successful customer deployments through capable partners
- Build strong relationships with partners across the region
- Enable partners to influence client activity
- Build and connect partners within the OneTrust ecosystem
- Drive revenue from new and existing opportunities
- Demonstrate a deep understanding of OneTrust offerings
- Answer questions, make product recommendations, and coach partners
- Deliver a specific and defined ACV quota
- Execute territory and target account plans with focus partners
- Drive sales opportunity velocity and closure alongside Sales Managers and AEs
- Qualify sales opportunities and set proper customer expectations
- Support structured renewal processes for upsell and cross-sell motions
- Apply a fearless attitude to test new processes and iterate for scale
- Develop a thorough understanding of OneTrust products and roadmap
- Handle partner contract negotiations
- Accurately forecast to management
- Effectively communicate partner impact on Regional Sales Plans
- Meet and exceed monthly, quarterly, and annual goals
Salary benchmarks
Our take
It's becoming clear that as businesses rapidly adopt AI, governance is struggling to keep up. Companies are moving from a handful of tools to potentially hundreds of AI agents, creating new challenges around oversight, data use and risk. As privacy and security concerns grow, organizations are realizing that scaling AI without proper control can introduce just as many risks as opportunities.
That's where OneTrust comes in, with its "AI-powered governance platform" helping organizations track how AI systems operate, what data they access and how it's used. Rather than relying on static compliance checks, it focuses on continuous, real-time monitoring, building on its foundations in privacy, consent and risk management to give companies greater control over complex AI environments.
With more than 14,000 customers, including over half of the Fortune 500, OneTrust is entering a key phase of growth. Under new CEO John Heyman, the company is leaning into the idea that AI governance will become a core business need. As adoption accelerates, OneTrust is positioning itself as a central player in helping enterprise scale AI safely and responsibly.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 6 rounds)
Jul 2023
$150m
LATE VC
Apr 2023
$50m
LATE VC
Total funding: $1.1bn
Company benefits
- Compensation: Top talent deserves top pay. Our competitive total packages include pay equity for all and bonuses.
- Mental Health & Support: Through a mental wellbeing platform and 14 weeks of parental bonding leave, inclusive of adoption, you can feel supported through all of life’s biggest changes.
- Time Off: Everyone needs time to rest and recharge. We offer flexible PTO, company recharge days, and volunteer time off globally. You’ll also have generous company holidays and paid sick days.
- Flexibility: Embrace a hybrid working model with opportunities to collaborate and celebrate in person and virtually. Click here to learn more about our location strategy and hybrid workplace model.
- Career Development: Become an expert in trust intelligence with our robust onboarding bootcamp and by earning industry certifications paid for by us.
- Employee Recognition: We celebrate our accomplishments the best way we know how – together. Our Values Spotlight Awards recognize teams across the company for their contributions.
Company HQ
Old Fourth Ward, Atlanta, GA
Leadership
Kabir Barday
(Founder & Board Member)Kabir founded OneTrust in 2015 and served as the company's CEO until 2026. Previously, he spent 2 years at VMware as a Senior Product Manager and Director of Product Management.
John Heyman
(CEO & Board Member)Prior to joining OneTrust in 2026, John was the CEO at Snap One for nearly 11 years and Radiant Systems for 6 years.
Blake Brannon
(Chief Product & Strategy Officer)Blake joined OneTrust in 2017 as CTO, moving into the role of Chief Product & Strategy Officer in 2021. Prior to OneTrust, he spent nearly 10 years at AirWatch by VMware as a Global Director of Sales Engineering and as VP of Product Marketing.
Digvijay Lamba
(Chief Product & Technology Officer)Prior to joining OneTrust in 2025, Digvijay served as the CTO at Firebolt Ventures and Alteryx. He also founded Lore IO and served as the company's CEO for nearly 5 years.
Michael Schanker
(CMO)Prior to joining OneTrust in 2025, Michael spent over 5 years at Coupa Software in various roles, including SVP of Strategic Marketing, EVP and CMO. He was also and Advisor and Head of Growth & Marketing at Remix as well as the Head of Marketing at OpenGov Inc.
Guido Torrini
(CFO)Alongside serving as the CFO at OneTrust, Guido is also the Chief Financial & Operating Officer at DDN. Previously, he was the CFO at Celonis and Wellhub.
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