What are the responsibilities and job description for the Director, Key Sales (New Logo) position at Onit?
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 Director of Sales, you will lead and inspire a team of driven, smart, high performing AEs. The New Logo Sales Team is critical to our new customer acquisition and expansion of our product offerings, contributing significantly to Onit’s record financial performance and growth.
You will be responsible for collaborating with cross-functional internal teams including Sales Operations, Strategic Alliances, Professional Services, Product Management and Sales Engineering, ensuring the achievement of our revenue targets. Reporting directly to the VP of Sales, you will play a vital role in the development and success of both the New Logo sales team and Onit as a whole.
Key Responsibilities
Team Leadership and Management
- Recruit, train, and coach a team of 5-8 Account Executives to meet or exceed individual and team targets, driving new logo growth across the Onit suite of products.
- Manage the sales team's execution of the sales process, including prospecting, identifying solutions, negotiating, and closing business.
- Foster a positive and competitive team environment, motivating team members through recognition, creative incentives, and team building.
- Translate Onit’s broader GTM into an executable business plan that can be successfully delivered by each individual contributor.
Pipeline Development and Performance Tracking
- Manage and analyze the sales pipeline, forecast sales, and report on sales performance for reporting to the executive leadership team.
- Partner with cross-functional teams, including SDR, Marketing, Product Management, Services, and Legal, to ensure a unified approach and achieve revenue targets.
Process Improvement
- Drive the Sales Team’s adoption and compliance of CRM usage, including pipeline information, sales opportunity detail and updates, forecasts, contact data, and call/meeting history.
- Partner with sales leadership to streamline the sales process and implement a standardized sales methodology across the team.
Required Skills
- 5 years of experience in software sales and 2 years of sales leadership.
- Highly motivated and disciplined self-starter with excellent oral and written communication skills.
- Consistent track record in overseeing a team that meets or exceeds quotas and delivers business results.
- Experience developing sales strategies, creating sales territories, sales organizational design, and optimizing the allocation of key accounts.
- Demonstrable ability to communicate, present, and influence key stakeholders at all levels within an organization, including executive and C-level.
- Outstanding leadership skills — leads teams to deliver on ambitious business goals, inspires their best work, mentors, and develops their careers.
- Experience delivering client-focused solutions that drive increased revenue.
- Ability to thrive in a fast-paced and dynamic environment.
- Proficient with CRM software (e.g., Salesforce) and sales engagement tools (e.g., Outreach, Salesloft, etc.).
