Principal Commercial Strategy

Benefits

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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 The Renewals & ECS organization sits at the core of our retention and expansion engine, operating a high-volume renewal business across multiple GTM functions. As we scale, we need strong operating discipline, clear ownership, and reliable insights to drive consistent performance. This role is critical in building the cadences, processes, and systems that make the business easier to run, inspect, and scale. Your Mission Business Cadence & Performance Management Own weekly, monthly, and quarterly operating cadences (forecast reviews, MBRs, QBRs), including agenda setting, KPI definition, and follow-through on actions Establish accountability frameworks and ensure consistent inspection of risks, pipeline progression, and overall business performance Strategic Analysis & Decision Support Translate complex operational data into clear, actionable insights for senior leadership Analyze renewals performance, churn risk, pipeline health, coverage, and productivity Build planning models and scenarios to support decisions on headcount, territories, and operating scope Operating Model & Process Improvement Design and continuously improve workflows across renewals, forecasting, quoting, and cross-functional handoffs Clarify ownership and streamline engagement models across ECS, Renewal Managers, and Sales Translate strategic priorities into scalable processes and business rules Cross-Functional Execution Lead high-impact initiatives across RevOps, Systems, Finance, and Sales teams Diagnose and resolve operational challenges (e.g., data inconsistencies, ownership gaps, quoting or routing issues) Partner on systems enhancements, including requirements definition, testing, and rollout Data Integrity & Governance Own KPI definitions, reporting logic, and data quality standards for the Renewals business Ensure dashboards and reporting reflect current business rules and operating realities Proactively identify and resolve data quality risks and reporting gaps Planning & Business Readiness Support annual and in-year planning, including coverage modeling, workload distribution, and productivity assumptions Ensure operational readiness for changes across territories, policies, processes, and systems Leadership & Stakeholder Partnership Manage and prioritize analysts or project-based resources, ensuring high-quality outputs and execution Partner directly with senior leadership to drive clarity, prioritization, and decision-making Act as a trusted escalation point for complex operational or cross-functional challenges You Are A strategic operator who translates direction into structured execution and brings a strong combination of analytical thinking, operational discipline, and stakeholder influence. You are highly analytical, proactive, and comfortable navigating ambiguity, with the ability to manage competing priorities and drive outcomes through others in a complex, cross-functional environment. Your Experience Includes 7+ years of experience in Sales Strategy, Revenue Operations, Business Operations, Consulting, Finance, or a similar role Experience supporting senior stakeholders in a subscription or renewals-led business Proven ability to design and run business operating cadence (e.g., forecasting, MBRs, QBRs), not just report on metrics Strong analytical expertise, including data modeling, KPI design, and translating complex data into actionable insights Experience leading cross-functional initiatives across Sales, RevOps, Finance, Systems, and Customer Success teams Experience diagnosing and resolving operational challenges (e.g., data quality issues, ownership gaps, forecasting or quoting inconsistencies) Strong communication and stakeholder management skills, with the ability to influence at senior levels Proven ability to manage multiple priorities, structure ambiguous problems, and drive execution through others Extra Awesome Experience supporting renewals, post-sale, or customer revenue organizations Familiarity with Salesforce (opportunity management, routing, territory design, reporting logic) Experience owning busines

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