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OneTrust is seeking a Principal Solution Engineer to lead the RFX (Request for Information/Proposal) practice within its Solutions Engineering Centre of Excellence. This is a strategic, high-impact role focused on improving how OneTrust approaches complex customer evaluations, security questionnaires, and proposal-driven opportunities across the business.
You will own the end-to-end RFX motion for high-priority opportunities, partnering closely with Account Executives, Solution Engineers, Product, Product Marketing, Infosec, and other subject-matter experts. Rather than personally executing every questionnaire, you will build the systems, content, operating rhythms, and AI-enabled workflows that enable the broader field to execute better at scale.
Key responsibilities include:
- Leading strategic RFX efforts from kickoff through submission, shaping win strategy and aligning messaging with account teams
- Translating OneTrust's capabilities across privacy, data, risk, and AI governance into clear, customer-relevant value propositions
- Improving the RFX operating model through better processes, reusable assets, self-service guidance, and stronger field adoption
- Using data, customer signals, and win/loss patterns to improve sales execution and inform product priorities
- Applying AI, automation, and knowledge systems to reduce manual work, improve response quality, and scale the function globally
- Raising the level of the broader Solutions Engineering organization by creating a stronger, more strategic, efficient, and consistent RFX function
Success is measured by improved quality and consistency of responses in strategic opportunities, positive impact on win rate and response efficiency, faster deal progression for account teams, actionable insights for sales and product teams, and a more scalable RFX function with greater content reuse and field self-sufficiency.
OneTrust operates an office-first culture with expectations of three days per week in office for most roles, though specific requirements may vary by position.
REQUIREMENTS:
- 7+ years in Solutions Engineering, Solutions Consulting, technical pre-sales, proposal leadership, or similar role in fast-paced B2B SaaS
- 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, turning 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 ability to translate technical complexity into clear, persuasive customer-facing content
- Fluent in English; additional languages a plus
NICE-TO-HAVE:
- Familiarity with proposal, content, and knowledge platforms (Glean, Copilot, Highspot, Salesforce, Loopio, or similar)
- 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
