Director, New Business Sales

The Opportunity TrustArc is entering a new phase of growth following our recent acquisition and is building a world‑class, global go‑to‑market engine. The Head of New Business Sales will play a mission‑critical role in this transformation and report directly to the Chief Revenue Officer. This is a role for a builder, not a maintainer: you will own net‑new logo growth and be accountable for turning our strategy into a high‑performing new business motion. You will design and lead our outbound and pipeline‑generation engine, defining segments, territories, outreach strategies, and execution standards for the team. You’ll refine how we convert demand into revenue, from prospecting and discovery through to close, while working closely with Marketing, Solutions Engineering, and Revenue Operations to improve lead quality, win rates, and new ARR. In doing so, you will help shape both the strategy and the team that fuels TrustArc’s global expansion. What You Will Do Lead and manage a team of high‑performing Account Executives focused exclusively on net new acquisition. Build a strong outbound sales motion with repeatable processes, talk tracks, sequences, objection handling, and prospecting frameworks. Partner closely with Marketing to align on growth marketing, demand generation strategy, pipeline targets, campaign execution, and lead conversion expectations. Work closely with Solutions Engineers to deliver high impact demos, strengthen product feedback loops, improve technical discovery, and increase win rates. Collaborate with Revenue Operations to refine forecasting processes, improve funnel analytics, optimize territory coverage, and strengthen sales productivity metrics. Implement operational rigor across Salesforce and Gong including activity expectations, call reviews, pipeline hygiene, and deal inspection. Create outbound and inbound playbooks that increase velocity at every stage of the funnel from MQL to Close. Coach Account Executives on buyer engagement, qualification, discovery, competitive positioning, and multi‑stakeholder deal strategy. Drive accurate forecasting and predictable revenue planning through disciplined use of Salesforce and strong pipeline management. Meet with prospects to understand their privacy needs and influence the evolution of TrustArc’s commercial strategy. Recruit, ramp, and continually develop Account Executives while building a high‑accountability, performance‑oriented team culture. Roll out enablement for new products including Arc and evolving GTM motions across regions. Identify process gaps, remove friction, and partner with Marketing, Solutions Engineering, Revenue Operations, Customer Success, and Product to strengthen the overall revenue engine. What You Will Bring Minimum ten years sales experience generating net new business for a B2B technology company, including experience selling Data Privacy or Security software to mid‑market and enterprise customers. Minimum five years frontline sales leadership experience owning a new business quota. Has built outbound engines from the ground up including sequences, messaging, daily activity expectations, dashboards, and playbooks. Experience partnering with Solutions Engineers to improve discovery quality, demo impact, and technical validation. Strong partnership experience with Revenue Operations including forecasting practices, Salesforce optimization, territory planning, and metric design. Deep proficiency using Salesforce and Gong for pipeline management, deal inspection, coaching, and performance evaluation. Experience operating in a fast‑paced, high‑change environment where processes evolve quickly. Track record of hiring, developing, and leading teams that exceed quota. Knowledge of privacy, security, governance, or compliance technology is beneficial but not required. A builder’s mindset with a bias for action, ownership, and continuous improvement. What We Offer Competitive compensation package Health, Vision, and Dental Care (also available for partner) Endless PTO Program 100% Work from Home Opportunities to participate in health‑focused activities – mindfulness, wellness, active lifestyle $2,500 active employee referral program About Us As the leader in data privacy, TrustArc automates and simplifies the creation of end‑to‑end privacy management programs for global organizations. TrustArc is the only company to deliver the depth of privacy intelligence, coupled with the complete platform automation, that is essential for the growing number of privacy regulations in an ever‑changing digital world. We have a global team across the Americas, Europe, and Asia, TrustArc helps customers worldwide demonstrate compliance, minimize risk, and build trust. For additional information visit www.trustarc.com. We invest in our teammember’s work‑life balance, with unlimited paid time off, flexible working hours, and a work from home environment. We support employees with their own industry specific learning. We have weekly virtual team events such as trivia games, celebrating “international pet day”, lunch’n’learns, exercise classes, Women at TrustArc ERG, and many more. All of our above initiatives and employee support is in line with our seven core values: Customer Obsessed, Fearless, Accountable, Collaborative, Agile, Transparent and Effective. We like to encourage our employees to end each day with the question: “Which value(s) did I demonstrate today?” And we acknowledge exceptional work through our semi‑annual awards, which includes a paid vacation Equal Opportunity TrustArc is proud to be an Equal Opportunity Employer and is committed to a diverse and inclusive workplace. We believe that a successful organization is one that celebrates its employees for who they are, who they love, and the unique lens through which they experience the world. TrustArc does not discriminate based on race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, Veteran status, or other legally protected status. We understand that our differences make us better. They empower us to learn from each other, lean on each other, and create a product and community that models the behavior we hope to see in others. If you need reasonable accommodation to search for a job opening, apply for a position, or participate in the interview process, contact us at hr@trustarc.com and describe the specific accommodation requested for a disability‑related limitation. Reasonable accommodations are modifications or adjustments to the application or hiring process that would enable you to fully participate in that process. #J-18808-Ljbffr