Senior Corporate Account Executive – SLED

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 visio