Responsible for new client acquisition in a defined territory (SLED/Fortune 500 legal), managing full complex sales cycle, responding to RFPs, building C-level relationships, partnering with cross-functional teams, maintaining Salesforce pipeline, and representing Onit at industry events to meet revenue targets.
About Onit:
We're redefining the future of legal operations through the power of AI. Our cutting-edge platform streamlines enterprise legal management, matter management, spend management and contract lifecycle processes, transforming manual workflows into intelligent, automated solutions.
We’re a team of innovators using AI at the core to help legal departments become faster, smarter, and more strategic. As we continue to grow and expand the capabilities of our new AI-centric platform, we’re looking for bold thinkers and builders who are excited to shape the next chapter of legal tech.
If you're energized by meaningful work, love solving complex problems, and want to help modernize how legal teams operate, we’d love to meet you.
Position Summary:
As a Corporate Account Executive at Onit, your role will be responsible for new client acquisition in a defined geographic territory with a focus on the Fortune 500 Corporate Legal, Compliance and Contract Management market spaces. In this role, you will be selling Onit’s full portfolio of solutions including Enterprise Legal Management (ELM), Contract Lifecycle Management (CLM) and Custom Applications among others. A critical requirement for this role is building strong relationships with prospective customers, including key C-level executives/decision makers and other stakeholders across the organization and the ability to effectively understand customer business problems and articulate the Onit value proposition. This role will partner with cross-functional internal teams including Sales Engineering, Professional Services, Sales Operations and Strategic Alliances. A successful Account Executive will consistently achieve new client acquisition and revenue targets, while executing a strategy to expand Onit’s footprint within your assigned territory.
Success in this role requires an ability to cultivate trusted relationships with key decision makers (General Counsel, Chief Operating Officers, CFOs) and to navigate complex buying processes. This position collaborates closely with Product Management, Marketing, Engineering, Professional Services, and Customer Success teams to deliver a best-in-class client experience and ensure Onit’s solutions drive measurable business outcomes for customers.
Key Responsibilities:
- Manage the end-to-end complex sales cycle including prospect identification, qualification, product demonstrations (with support from the Sales Engineering team), contract negotiations and close.
- Respond to and manage SLED RFPs and government contracting requirements, collaborating with legal and compliance teams as needed.
- Build and manage a robust pipeline of new business opportunities by researching target firms, identifying key decision makers, and driving tailored outreach that aligns Onit’s solutions with firm priorities.
- Meet and exceed quarterly and annual sales quotas through focused pipeline management and execution.
- Work in close alignment with our Sales Engineering team to develop strategy for custom demos in the pre-sales process.
- Manage the handoff from signed license agreement to the implementation delivery team and stay connected during the transition to account management
- Partner with Marketing in the timely follow up of leads, the transition to opportunities process and feedback loop
- Proactively maintain accurate records in Salesforce (contacts, pipeline, forecasts, and activity logs).
- Represent Onit at key industry events to promote brand visibility, network with senior executives, and source new relationships.
Required Skills:
- 4+ years of quota-carrying SaaS sales experience, having a proven record of exceeding annual targets with a focus on growing existing client relationships.
- Proven track record of building strong, long-lasting client relationships and driving upsell opportunities.
- Familiarity with public sector procurement processes, RFPs, government contracting vehicles, and compliance requirements.
- Proven ability to manage long sales cycles and navigate complex bureaucratic environments.
- Highly motivated, self-directed, and disciplined, with excellent written and verbal communication skills.
- Comfortable operating in a fast-paced, entrepreneurial environment and contributing to the development of a new vertical market.
- Skilled in Salesforce, Outreach, GovSpend, and LinkedIn Sales Navigator for pipeline management and prospect engagement.
- Bachelor’s degree or equivalent business experience preferred.
Benefits & Perks That Support You:
Onit offers a comprehensive total rewards package designed to support the whole employee at work and beyond:
Health Coverage Choices: Three medical plan options, plus dental and vision, so you can choose what fits best. Employees on our HDHP plan also receive employer contribution to the HSA.
Retirement Savings: 401(k) with a 100% match on the first 3% and 50% on the next 2% of employee contributions.
Time Away: Flexible paid time off, 7 sick days, and 9 paid company holidays annually.
Family Support: Exceptional paid leave for birth parents, non-birth parents, and caregivers. Onit also offers surrogacy and adoption reimbursement.
Income Protection: 100% employer-paid life and disability insurance.
Additional Coverage Options: Voluntary benefits including hospital indemnity, critical illness, accident, and even pet insurance.
Tax-Advantaged Accounts: Healthcare FSA, HSA, and dependent care FSA.
Community Engagement: One paid volunteer day each year to give back to the community.
Our Commitment to Applicants
We know that not everyone will check every box in a job description. At Onit, we value diversity, inclusion, and authenticity. If you’re excited about this role but your experience doesn’t align perfectly with every qualification, we encourage you to apply. You may be exactly who we’re looking for.
This position will remain open for applications for 7 calendar days from the posting date.
Top Skills
Salesforce,Outreach,Govspend,Linkedin Sales Navigator
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