What are the responsibilities and job description for the Client Sales Director position at Onit?
About Onit
Onit is a global leader in enterprise workflow solutions for legal, compliance, sales, IT, HR, and finance departments. With Onit, companies can transform best practices into smarter workflows, better processes, and operational efficiencies. Onit focuses on enterprise legal management, matter management, spend management, contract lifecycle management, and legal holds, transforming how global Fortune 500 companies and corporate legal departments bridge the gap between systems of record and systems of engagement.
Position Summary
As a Client Sales Director, you will lead and inspire a team of driven, smart, high-performing AEs. The Client Sales Team is critical to our existing customer success 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 Client success, Sales Operations, Strategic Alliances, Professional Services, Product Management, and Sales Engineering, ensuring the achievement of our revenue targets. Reporting to the Senior Director of Key Client Sales, you will play a vital role in the development and success of both the Client sales team and Onit as a whole.
Key Responsibilities
Team Leadership and Management
- Recruit, train, and coach a team of 6-8 Client Sales Executives to meet or exceed individual and team targets, driving expansion growth across the Onit suite of products.
- Manage the sales team's execution of the sales process including: customer sales, renewals and retention process, 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 CSM, Marketing, Product Management, Services, and legal, to ensure a unified approach and achieve revenue targets.
Process Adoption and 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.
Qualifications and 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.
