Principal Solution Engineer (RFX Lead)
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
You Are
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
Nice to Have
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’llreceive 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 [email protected].
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.