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.
With growth comes commercial complexity. Our EMEA business spans dozens of markets, currencies, and contract frameworks, and our GTM teams move fast. As our Senior Manager of Order Management in Madrid, you'll be the commercial anchor for the region, the person GTM turns to when deals get complicated, when structure matters, and when quality can't be compromised. You'll lead a team of Deal Desk Analysts, operate with autonomy, and set the standard for what great deal execution looks like. This isn't a back-office support role. It's a seat at the commercial table.
As the commercial backbone of EMEA Deal Desk, you will:
Build, coach, and develop a high-performing team of Deal Desk Analysts, setting clear expectations, creating development paths, and fostering a culture where your team makes decisions with confidence.
Serve as the primary Deal Desk partner to EMEA GTM leadership, from front-line AEs to Regional VPs and SVP, bringing commercial expertise to strategic deals, QBRs, and forecast conversations.
Drive deal quality, consistency, and velocity across the region, owning the standard for how deals are structured, reviewed, and approved.
Lead complex deal structuring, including multi-year terms, ramps, co-terms, restructures, and non-standard commercial arrangements, guiding your team and escalating with judgment.
Influence governance and approval workflows, establishing clear guardrails while empowering your team to move fast within them.
Champion AI-native deal workflows, identifying where AI can accelerate deal review, improve consistency, and reduce manual effort, and then actually building those workflows with your team.
Partner closely with Legal, Finance, and Order Operations on high-complexity or high-risk deals, bridging the gap between commercial intent and contractual execution.
Bring structure and repeatability to deal processes, documenting business rules, identifying gaps, and continuously raising the bar on how the team operates.
Operate as a true peer to GTM leadership, not just a support function. You have a point of view on deal strategy.
Collaborate with the Order Management Director and global OM leadership to align regional practices with global standards and drive cross-regional consistency.
A commercially sharp, calm-under-pressure leader who knows how to build trust. You coach your team with intention; you don't just fix problems, you build capability. You're decisive when it matters, curious when it doesn't, and you know how to operate across cultures and time zones. You've earned credibility with Sales teams not by saying yes to everything, but by being an expert on deal structure. You hold the line when it matters and find creative paths when it doesn't.
You don't just use AI tools, you build a team around them. You see AI as a genuine competitive advantage for your team, and you bring your analysts along with you. Whether it's automating a review workflow, using AI to accelerate contract redlines, or building a playbook with AI assistance, you lean in. You're not waiting for the company to mandate AI adoption. You're already there.
Your Experience Includes
5+ years of experience in Deal Desk or Order Management, with 2+ years in a people leadership role
Proven track record of building and coaching high-performing Deal Desk teams
Advanced expertise in complex deal structuring: ramps, co-terms, multi-year, cancel & replace, true-ups, and restructures
Deep fluency in revenue metrics: ARR, ACV, TCV, and Churn, and the ability to explain them clearly to any audience
Strong contract literacy, comfortable reading, interpreting, and drafting T&Cs and order forms
EMEA commercial experience, multi-currency deals, regional pricing nuances, and awareness of local compliance requirements
Embraces AI as part of everyday work, using enterprise tools confidently to move faster, work smarter, and raise the bar for the team.
Advanced knowledge of CPQ platforms (e.g., Salesforce CPQ, DealHub, Zuora CPQ, or equivalent)
Advanced knowledge of Quote-to-Bill systems and end-to-end deal lifecycle processes
Strong cross-functional stakeholder management, comfortable influencing Legal, Finance, Sales Ops, and GTM leadership without direct authority
Excellent written and verbal communication skills in English; Spanish is a strong advantage
Bilingual in English and Spanish, able to support commercial conversations and contract review in both languages
Bachelor's degree in Finance, Business Administration, Accounting, or equivalent experience
Extra Awesome
Demonstrated ability to adopt, champion, and scale AI tools in a professional Deal Desk environment
Experience in privacy, trust, GRC, or compliance SaaS, you understand the space and the customer
Hands-on experience with AI prompt engineering or building AI-assisted workflows in a commercial context
Can build reports and dashboards in Salesforce and Excel; Power BI or equivalent analytics experience
Familiarity with CLM solutions (e.g., Ironclad) and how they integrate into the deal workflow
Exposure to CPQ evaluation, vendor assessment, or tooling migration, you've helped choose and implement the tools you work in
Background in a high-growth SaaS company
Experience maintaining and evolving a Deal Desk playbook, business rules repository, or deal approval matrix
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 have specific requirements or flexibility depending on the scope of the position, so we encourage you to verify this with your recruiter during your first interview.
As an employee at OneTrust, you will be part of the OneTeam. That means you’ll receive support physically, mentally, and emotionally so that you can do your best work both in and out of the office. This includes comprehensive healthcare coverage, flexible PTO, equity RSUs, annual performance bonus opportunities, retirement account support, 14+ weeks of paid parental leave, career development opportunities, company-paid privacy certification exam fees, and much more. Specific benefits differ by country. For more information, talk to your recruiter or visit onetrust.com/careers.
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When you join OneTrust you are stepping onto a launching pad — the countdown has begun. The destination? A career without boundaries working alongside a diverse and inclusive crew who is passionate about doing meaningful work. As a pioneer, your voice and expertise will help chart the direction of an entirely new category. Our commitment to putting people first starts with you. Your growth is part of the mission. Our goal is to give you the power to embark on the next phase of your uniquely, unique career.
OneTrust provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by local laws.