Principal Solution Engineer (RFX Lead)

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 Principal Solutions Engineer to lead the RFX practice within OneTrust’s Solutions Engineering Centre of Excellence.

This is a high-impact role for someone who can improve how OneTrust approaches strategic RFIs, RFPs, security questionnaires, and proposal-driven evaluations across the business. You will partner closely with Account Executives, Solution Engineers, Product, Product Marketing, Infosec, and other subject-matter experts to turn complex customer requirements into differentiated, high-quality responses that help us win.

This role is not about personally running every questionnaire that comes in. It is about owning the strategy for the most important opportunities while building the systems, content, operating rhythms, and AI-enabled workflows that help the wider field execute better at scale.

At the same time, you will help raise the level of the broader Solutions Engineering organization by creating a stronger RFX function: one that is more strategic in deals, more efficient in execution, more consistent in quality, and more useful as a source of market, customer, and competitive insight. Ultimately, the mission is to lead and focus RFX efforts in ways that positively affect win rate, efficiency, response quality, and business impact.

This is a builder-operator role for someone who can combine deal strategy, technical understanding, strong writing, operational rigor, and cross-functional influence to create a smarter and more scalable RFX motion.

Your Mission

Lead OneTrust’s strategic RFX motion end to end, owning high-priority RFIs, RFPs, and related proposal efforts from kickoff through submission

Shape win strategy with account teams by aligning messaging, differentiators, timelines, and the right cross-functional contributors

Translate OneTrust’s capabilities across privacy, data, risk, and AI governance into clear, customer-relevant value

Improve the RFX operating model through better process, reusable assets, self-service guidance, and stronger field adoption

Use data, customer signals, and win/loss patterns to improve sales execution, inform product priorities, and focus effort on win rate, efficiency, response quality, and strategic impact

Apply AI, automation, and knowledge systems to reduce manual work, improve response quality, and scale the function globally

What Success Looks Like

You improve the quality, consistency, and competitiveness of OneTrust’s responses in strategic opportunities

You positively affect win rate, response efficiency, and overall impact on strategic deals

You help account teams move faster while making complex OneTrust solutions easier for customers to understand and value

You turn field data and RFX trends into actionable insights for both sales and product teams

You build a more scalable RFX function through greater content reuse, less manual work, and stronger field self-sufficiency

Your Experience Includes

7+ years in Solutions Engineering, Solutions Consulting, technical pre-sales, proposal leadership, or a similar role in a fast-paced B2B SaaS environment

Strong experience leading or contributing to complex enterprise RFPs, RFIs, security questionnaires, or proposal-based evaluations

Strong understanding of strategic deal execution, including qualification, positioning, executive messaging, and response quality

Experience working across multiple stakeholder groups and driving outcomes in ambiguous, fast-moving environments

Ability to interpret field data and qualitative patterns, and turn them into practical recommendations for go-to-market execution and product feedback

Hands-on experience using AI tools, workflow automation, or knowledge systems to improve business processes

Strong written communication skills and the ability to turn technical complexity into clear, persuasive customer-facing content

Requirements

• Commercially minded and clear that great pre-sales support is measured by business outcomes, not just completed responses
• Comfortable with ambiguity and energized by building structure, scale, and better ways of working where no mature playbook exists yet
• Equally strong as a strategist and operator, able to move from executive-level thinking to hands-on execution
• Analytical and pattern-oriented, able to turn customer signals, deal feedback, and content trends into clear recommendations
• Credible across technical, sales, and leadership audiences, with the ability to drive cross-functional progress without formal authority
• Fluent in English, with additional languages considered a plus
• Familiarity with proposal, content, and knowledge platforms such as Glean, Copilot, Highspot, Salesforce, Loopio, or similar systems
• Experience building automations or lightweight internal tools using Power Automate or similar workflow platforms
• Familiarity with grounded AI workflows, retrieval-augmented generation, or enterprise knowledge orchestration
• Experience in privacy, data governance, risk, security, or compliance-related software categories
• Experience creating scalable enablement programs, content libraries, or operational playbooks for field teams
• 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:
• OneTrust Careers on YouTube
• @LifeatOneTrust on Instagram
• 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.