Owns customer expansion marketing programs that drive cross-sell and upsell pipeline and revenue. Develops campaigns, customer content, webinars, events, advocacy initiatives, and product education programs. Uses customer and product data to identify opportunities, measures campaign performance, and reports results to sales and executive stakeholders. Collaborates with Sales, Customer Success, Product Management, and RevOps to increase adoption, retention, advocacy, and expansion across a B2B technology customer base.
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:
- Expansion Campaigns: Develop and execute targeted customer marketing campaigns that promote relevant add-on products, complementary solutions, and expanded use cases to existing customers.
- Customer Segmentation and Opportunity Identification: Use customer, product usage, and account data to identify high-potential audiences and whitespace opportunities for cross-sell and upsell campaigns.
- Expansion Content and Enablement: Create customer-facing content, including solution spotlights, use cases, customer stories, webinars, and email campaigns, that clearly communicates the value of expanding Onit solutions.
- Cross-Functional Growth Alignment: Partner with Sales, Customer Success, Product Management, and other stakeholders to align expansion campaigns with account priorities, customer needs, and commercial opportunities.
- Analytics and Reporting: Own and report against an annual cross-sell/upsell pipeline and revenue target; measure campaign engagement, conversion, influenced pipeline, and expansion revenue, and use performance insights to optimize targeting, messaging, and future programs.
- Customer Expansion Programs: Plan and execute targeted webinars, product education, and other customer programs that showcase additional Onit capabilities and encourage broader adoption across the customer base.
- Content Development: Write, edit, and publish compelling content that speaks to our customers’ needs, such as case studies, success stories, webinars, and newsletters that highlight the value of Onit’s solutions.
- Customer Advocacy: Own our customer advocacy program, encouraging happy customers to share their stories and participate in reference and case study opportunities.
- Events and Webinars: Plan and execute customer-focused events and webinars that foster community engagement and showcase our latest product innovations.
Required Skills:
- Bachelor's degree in marketing, business, or a related field; MBA a plus.
- 5+ years of experience in marketing, with a focus on customer marketing or engagement within a B2B environment, preferably in software or technology.
- Strong understanding of customer lifecycle management and best practices in customer retention.
- Comfortable operating with a defined revenue or pipeline target and reporting progress against it to sales and executive stakeholders.
- Proven ability to develop and execute successful marketing campaigns and create content tailored to customer needs.
- Excellent communication and interpersonal skills, with a demonstrated ability to collaborate across diverse teams.
- Proficient in HubSpot and Salesforce
- Analytical mindset with the ability to interpret data and make informed, data-driven decisions.
At Onit, we’re committed to offering fair and competitive compensation. In addition to base pay, associates are eligible for an annual discretionary bonus. The final base salary you receive will reflect factors such as your skills, education, experience, and work location.
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.
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Boston is a powerhouse for technology innovation thanks to world-class research universities like MIT and Harvard and a robust pipeline of venture capital investment. Host to the first telephone call and one of the first general-purpose computers ever put into use, Boston is now a hub for biotechnology, robotics and artificial intelligence — though it’s also home to several B2B software giants. So it’s no surprise that the city consistently ranks among the greatest startup ecosystems in the world.
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