Business Development, Manager

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 Business Development Manager will lead and grow a high-performing team of Business Development Representatives responsible for creating and qualifying new revenue opportunities within assigned markets. This role will set the team’s direction, establish performance expectations, and provide the coaching and support needed to consistently achieve pipeline goals. You will work closely with Sales, Marketing, Revenue Operations, and Account Executive leaders to strengthen the business development motion and ensure effective handoffs throughout the sales process. To succeed in this role, you should be an adaptable people leader, a strong communicator, and someone who enjoys using data, creativity, and collaboration to solve problems in a fast-moving environment. OneTrust is a fast-growing SaaS enterprise platform with a strong growth trajectory. We invest in our Sales Team through demand generation, methodology-driven selling, ongoing enablement, customer-informed product development, and access to leaders who help teams deliver meaningful business outcomes. Your Mission In this role, you will hire, lead, coach, and develop a team of Business Development Representatives. You will own the team’s operating rhythm, monitor performance, and build the processes, tools, and habits that support consistent pipeline generation. In this role you will also: • Establish clear team goals, performance expectations, and operating plans aligned to broader business objectives • Recruit, onboard, coach, and retain Business Development Representatives while creating an environment where people can do their best work • Build and refine scalable outbound prospecting strategies tailored to assigned industries, segments, and territories • Partner with Account Executives and other Sales leaders to align on target accounts, messaging, qualification standards, and pipeline priorities • Collaborate with Marketing on campaign follow-up, lead management, feedback loops, and performance reporting • Use quantitative analysis to evaluate activity, conversion, pipeline contribution, resource allocation, and overall team effectiveness • Work with Revenue Operations and cross-functional partners to improve processes, productivity, systems, and reporting • Help define and maintain playbooks, career paths, enablement programs, and success measures for the Business Development organization • Forecast team performance and translate lead-conversion trends into pipeline expectations and business insights • Prepare high-performing representatives for future Account Executive opportunities through structured coaching and development plans • Maintain accountability to team targets while adapting quickly to changing priorities and business needs • Promote a positive, inclusive, and high-energy team culture where collaboration, learning, and achievement are recognized • In partnership with HR, support equitable employee experiences, strengthen inclusion acumen, and promote a culture of belonging that values every team member’s contribution You Are You are a collaborative and results-oriented leader who knows how to motivate, coach, and develop sales talent. You can move comfortably between strategic planning and hands-on support, using sound judgment to make decisions in a fast-paced environment. You communicate clearly with executives, peers, and team members and build trust through consistency, transparency, and follow-through. You bring a strong understanding of prospecting, pipeline creation, sales development, and consultative selling. You are comfortable working with performance data, identifying trends, and turning insights into practical actions. You are resourceful, adaptable, and energized by the opportunity to build both people and process. Your experience includes: • 2-5 years of experience in sales management, sales development management, or a full sales cycle closing role, preferably in SaaS or enterprise applications • Experience building trust at the executive level and directing a team to complete assignments using established guidelines and procedures  • Ability to quickly gain a working knowledge of the OneTrust product suite  • Experience building out demos and presentations for internal and external audiences  • Commitment to diversity, equity, and inclusion through continuous development, modeling inclusive behaviors, and proactively managing bias  For California, Colorado, Connecticut, Nevada, New York, Rhode Island, and Washington-based candidates: the annual base pay range for this role is listed below. Within this range, individual pay is determined by several factors, including location, job-related skills, work experience, and relevant education and/or training. This role may also be eligible for discretionary bonuses, equity, and/or commissions, as well as benefits. Salary Range $71,250—$106,875 USD 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