Principal Solution Engineer (RFX Lead)

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