Senior Client Sales Executive

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.

About the Role:

This is an exciting opportunity to build and scale a new business vertical within Onit focused on the capital markets and alternative investment ecosystem, including private equity, venture capital, hedge funds, investment banks, and private credit firms. This is a quota-carrying sales role responsible for driving revenue growth through nurturing and expanding relationships with our current clients, particularly within Fortune 500 companies. You will focus on identifying opportunities to grow these relationships by promoting Onit’s full suite of solutions, including Enterprise Legal Management (ELM), Contract Lifecycle Management (CLM), and Custom Applications. Your expertise in relationship management will enable you to deeply understand your clients' evolving needs and ensure that Onit continues to provide value-added services, driving further engagement and upselling opportunities.

Success in this role requires an ability to cultivate trusted relationships with key decision makers (General Counsel, Chief Operating Officers, CFOs, and Investment Team leaders) and to navigate complex buying processes typical of financial institutions. 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.

• Build and strengthen relationships with existing clients in our Capital Markets Vertical, becoming their trusted advisor and advocate within Onit.
• Identify opportunities to expand Onit’s footprint within current accounts by understanding client needs and introducing additional products or services.
• Own the deal lifecycle across a defined portfolio of capital markets clients and prospects, from initial engagement and opportunity identification through pricing negotiation and contract finalization.
• Meet and exceed quarterly and annual sales quotas through focused pipeline management and execution.
• Drive customer renewals by proactively managing contract timelines, value realization, and negotiation strategies.
• Mitigate churn risk by identifying early warning signs, addressing customer challenges, and collaborating cross-functionally to retain at-risk accounts.
• 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.
• Work closely with the Client Success team to support the ongoing use of Onit’s solutions and ensure seamless adoption of new products or services.
• 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.

• 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 record of building strong client relationships, driving upsell opportunities.
• Experience selling legal technology, workflow automation, or enterprise software into financial services or capital markets firms (private equity, venture capital, hedge funds, investment banks, or private credit) required.
• Demonstrated success managing complex, multi-stakeholder sales cycles within highly regulated or relationship-driven industries.
• Proven ability to build executive-level relationships with General Counsel, COO, CFO, and deal team leadership within Capital Markets target industries.
• Highly motivated, self-directed, and disciplined, with excellent written and verbal communication skills.
• Skilled in Salesforce, Outreach, and LinkedIn Sales Navigator for pipeline management and prospect engagement.
• Comfortable operating in a fast-paced, entrepreneurial environment and contributing to the development of a new vertical market.
• Bachelor’s degree required; MBA or equivalent business experience preferred.
• Preferred experience working with Private Equity, Investment Banking, Capital Markets, or Financial Services clients, with an understanding of deal processes and industry dynamics.

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.