Why This Job is Featured on The SaaS Jobs
This Director, Sales Strategy and Operations role sits at a common inflection point for established B2B SaaS companies: turning go to market complexity into a repeatable operating system. With responsibility spanning sales cadence, funnel visibility, forecasting, and planning, the position is anchored in the mechanics that ultimately determine how reliably SaaS revenue scales and how well leaders can steer against risk.
From a SaaS career perspective, the work builds durable operating fluency across the revenue engine. It places strategy and analytics close to executive decision making, while also requiring translation into processes that field teams can run. Experience in territory and capacity planning, KPI design, and cross functional alignment with Finance and Marketing tends to transfer cleanly across SaaS categories, especially where ACV growth depends on disciplined pipeline management.
This is best suited to a senior operator who prefers structured problem solving over pure advisory work, and who is comfortable owning an ongoing rhythm of planning, reporting, and change management. It will fit someone who enjoys influencing leaders across functions, developing a team, and using data storytelling to drive decisions in a metrics heavy SaaS environment.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
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
We are looking for a Director, Sales Strategy & Operations. This role will lead the Strategy & Operations team focused on optimizing our Sales GTM to drive ACV growth. The individual will need to align with sales leadership to help manage the day to day operating rhythm of the sales team, orchestrate the fiscal planning process and conduct detailed analysis of the business to identify risk and opportunity for growth. Success in this role depends on expertise in sales operations and a desire to work in a dynamic and fast paced environment. The individual should be proficient in data analytics and understand how to translate insights into recommendations for a senior executive audience.
Your Mission
- Partner closely with Executive leadership, Business Operations, and Finance to optimize our 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/rigor across all sales functions to ensure the health of the business and manage to 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
You Are
- A thought leader who is able to build productive and positive relationships across the organization at all levels
- Someone with excellent communication skills, particularly with executive-level partners
- An exceptional people leader: acquire, develop and retain top industry talent to perform beyond expectations
Your Experience includes:
- 10+ years of experience in a Sales Operations, Marketing Operations, Strategy and/or Finance role in B2B SaaS (software-as-a-service) 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
For California, Colorado, Connecticut, Nevada, New York, Rhode Island, and Washington-based candidates: the annual base pay range for this role is listed below. Within this range, individual pay is determined by several factors, including location, job-related skills, work experience, and relevant education and/or training. This role may also be eligible for discretionary bonuses, equity, and/or commissions, as well as benefits.
Salary Range
$168,750—$253,125 USD
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:
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. 
