Account Executive, Enterprise - Southern California

As an Account Executive at OneTrust in Southern California, you’ll be responsible for driving new client acquisition while nurturing existing relationships to ensure revenue growth. You'll collaborate with various teams and leverage your expertise to solve complex customer problems, develop sales strategies, and create valuable solutions for clients. Daily tasks will include proactive outreach to build a pipeline, conducting presentations and demos, and managing sales processes using CRM tools.

To qualify for the Account Executive role at OneTrust, candidates should have at least 7 years of experience in B2B enterprise-level software sales or related technologies. A proven track record in solution and value selling, familiarity with Salesforce or similar CRM solutions, and effective communication skills are essential. Experience in privacy and security will be an added advantage, making you an ideal candidate for this dynamic team.

OneTrust fosters a supportive and collaborative culture for its Account Executives by investing in ongoing training, providing resources for success, and promoting a flexible working environment. The company emphasizes teamwork and strong relationships, encouraging AEs to leverage their individual strengths while working together to achieve common goals. You'll feel empowered and valued as a part of the OneTrust family.

Account Executives at OneTrust are expected to meet or exceed assigned sales quotas by effectively managing their client accounts, engaging in proactive outreach, and maintaining disciplined processes. Success is measured through customer relationship management, pipeline growth, and the ability to close sales initiatives while delivering customer satisfaction and valuable insights throughout the sales cycle.

OneTrust offers a wealth of growth opportunities for Account Executives through ongoing professional development, potential career advancement paths within the organization, and access to industry-specific training and certifications. The company champions employee growth as part of its mission, allowing you to develop your skills and tracking your performance to help you achieve your career aspirations.

When approaching the sales process as an Account Executive, I prioritize understanding the client’s needs through thorough discovery calls. I then tailor my pitch to highlight how OneTrust's solutions can specifically meet those needs, demonstrating my knowledge of competitors and differentiating our offerings.

A successful sales strategy I implemented involved leveraging data analytics to identify potential leads and crafting personalized outreach. I focused on building relationships with C-level executives, which enabled me to position OneTrust as a trusted advisor and improved our client acquisition rates significantly.

I utilize CRM software to track progress, set reminders for follow-ups, and regularly review pipeline stages to ensure no opportunities are overlooked. I maintain organized notes on every interaction to provide tailored solutions during follow-ups.

When handling objections, I actively listen to the client's concerns and validate their feelings. I then present facts and benefits of OneTrust's solutions that directly address their objections, converting potential negatives into opportunities for discussion.

My experience with value-based selling involves focusing on the unique needs and business goals of the customer. I always aim to demonstrate how OneTrust's services can enhance their operations and provide measurable ROI, which has proven to be effective in closing deals.

Essential skills for an Account Executive include strong communication skills, industry knowledge, problem-solving abilities, and relationship-building capabilities. Being adaptable and persistent in the face of challenges is also crucial to succeed.

I regularly read industry publications, attend webinars, and network with peers to stay informed about market trends. Additionally, following competitors on social media and engaging in industry discussions helps me maintain a comprehensive understanding of the landscape.

In a previous role, I encountered a challenging client who was unhappy with our initial proposal. By actively listening to their feedback and adjusting our solution accordingly, I was able to rebuild their trust and ultimately close the deal—resulting in a multi-year contract.

Teamwork is pivotal in my sales strategy. Collaborating with colleagues from different departments enables me to provide comprehensive solutions, tap into broader expertise, and create a unified approach while targeting accounts.

To maintain motivation during challenging sales months, I set shorter-term goals to celebrate small wins and keep my energy up. I also focus on personal development, learning from past experiences, and reaching out for support from my team.