The Client Sales Executive role focuses on expanding relationships with SLED clients, promoting Onit's AI-based legal solutions and managing government procurement processes to drive engagement and sales.
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.
As a Corporate Client Sales Executive at Onit, your role will center on nurturing and expanding relationships with our current SLED clients. 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. The ideal candidate, understands the complexities of government procurement, and excels at building trust with senior decision-makers. This role will require close collaboration with cross-functional teams such as Sales Engineering, Professional Services, and Strategic Alliances to ensure that existing clients receive exceptional support and service throughout their engagement with Onit.
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:
- Build and strengthen relationships with existing clients in our SLED 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.
- Respond to and manage SLED RFPs and government contracting requirements, collaborating with legal and compliance teams as needed.
- 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.
Required Skills:
- 2+ 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 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.
Top Skills
Govspend
Linkedin Sales Navigator
Outreach
Salesforce
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