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