Director, Revenue Marketing

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.

Key Responsibilities:

Revenue and Pipeline Ownership

• Own quarterly and annual pipeline targets aligned to sales quota.
• Marketing-sourced and Marketing-influenced pipeline contribution to bookings — the headline number
• Quarterly pipeline forecasting and weekly variance reporting

 

ABM Strategy & Execution

• Partner with sales leadership on the Top 100 and Mid-Market account plans
• Run the integrated planning cycle quarterly: target accounts, plays, channels, content, measurement

 

Demand Engine

• Set the operating rhythm for the team — weekly pipeline review, bi-weekly play retrospectives, monthly performance reviews
• Deploy and own the AI agents that augment the team (Account Briefing, Content Atomization, Pipeline Hygiene, Workflow Audit)

 

Marketing-Sales Alignment

• Be marketing's primary partner to SDR and AE leadership, improving marketing-to-sales feedback loops.
• Own the SFDC Engagement Cockpit operating rules with Marketing Ops and SDR managers
• Drive the SAL-to-SQL accountability conversation with sales — using data, not opinion
• Co-own the Acceleration Plan execution with the CRO's office.
• Establish dashboard visibility into speed-to-lead and campaign influence.

 

Tech Stack and AI Leverage

• Day-to-day ownership of HubSpot, HG Insights, ZoomInfo Marketing, Metadata.io, and the SFDC Engagement Cockpit
• Deploy Account Briefing Agent (P1, first 30 days)
• Deploy and operate Pipeline Hygiene Agent and Workflow Audit Agent
• Continuous evaluation of new tools and AI capabilities; recommend additions or replacements quarterly

 

Team Leadership

• Manage direct reports across Campaign Management, Paid Media, Content Operations, and Field Marketing
• Establish execution cadence and accountability frameworks.
• Prioritize based on revenue impact and resource constraints.
• Develop and mentor team members into strategic operators.

Required Skills:

• 8+ years in B2B marketing with at least 4 years owning pipeline as a primary metric
• Direct experience running an ABM-first marketing function at a B2B enterprise software company in the $50M to $300M ARR range
• Proven track record managing a team of 5+ marketing professionals across multiple specialties (campaign, paid, content, field)
• Demonstrated SAL-to-SQL or equivalent funnel-conversion improvement at scale
• Deep fluency in: SFDC, HubSpot (or equivalent MAP), HG Insights or 6sense or Demandbase, ZoomInfo, Metadata.io or equivalent ABM orchestration
• Demonstrated AI/agent fluency — has built or operated AI workflows that delive