Onit

Sales Development Rep

• Research and identify target prospects, then perform high-quality outreach.
• Qualify prospects with high quality discovery questions & discussion.
• Manage all SDR elements from research and first meeting to sales accepted lead.
• Strategically manage a high volume of outbound email and phone calls.
• Maintain engagement with prospects using creative approaches.
• Think critically about what drives your accepted meetings, and from that, share scalable outreach strategies w/ your SDR team.
• Optimize your use of key SDR tools to win (Salesforce, Outreach, Zoominfo, Nooks and Sales Navigator).
• Hit or exceed quota for setting discovery calls and demos.

Sales Development Representative II

Account Executive

• Build and strengthen relationships with existing clients, 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.
• Own the deal lifecycle across a defined portfolio of capital markets clients and prospects, from initial engagement and opportunity identification through pricing negotiation and contract finalization.
• Build and manage a robust pipeline of new business opportunities by researching target firms, identifying key decision makers (General Counsel, COO, CFO, Deal Teams), 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.
• Serve as a trusted advisor by understanding each client’s investment operations, legal workflows, and portfolio dynamics to recommend solutions that deliver measurable ROI and operational efficiency.
• Partner cross-functionally with Marketing to develop case studies, customer testimonials, and thought leadership relevant to the capital markets vertical.
• Proactively maintain accurate records in Salesforce (contacts, pipeline, forecasts, and activity logs).
• Represent Onit at key industry events (e.g., ILTA, PEI, and legal operations forums) to promote brand visibility, network with senior executives, and source new relationships.

Senior Client Sales Executive – Capital Markets

• Build and strengthen relationships with existing clients, 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.
• Collaborate with the Sales Engineering and Professional Services teams to tailor solutions that address specific challenges faced by each client.
• Serve as the main point of contact for client inquiries, ensuring their satisfaction and long-term loyalty.
• Attend industry events and conferences to maintain and grow your network with current clients and relevant stakeholders.
• 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.
• Regularly update CRM systems with account details, sales forecasts, and key client interactions.
• Prepare and present account development strategies and business reviews to senior leadership.

Corporate Client Sales Executive

• 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
• Communicate effectively with C-level prospects
• Attend key trade shows in your region and nationally building relationships with key stakeholders/influencers in order to drive overall market penetration strategy
• Work in close alignment with our Sales Engineering team to develop strategy for custom demos in the pre-sales process.
• Focus on continuously building and maintaining a sales pipeline with a minimum 4x coverage against quota
• 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
• Maintain sales pipeline information in CRM, including sales opportunity detail, forecasts, contact data and call/meeting history
• Prepare and present Territory Business Plans to senior management periodically

Corporate Account Executive

• 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.

Senior Corporate Account Executive – SLED

Sales Engineer

• Conduct live and virtual product demonstrations tailored to client needs
• Articulate technical capabilities and business value effectively to both technical and non-technical stakeholders
• Work closely with sales representatives to understand customer requirements and craft compelling solution presentations
• Manage and complete RFP/RFI responses in collaboration with sales, product, and legal teams
• Configure and customize software solutions to align with client requirements
• Assist in proof-of-concepts (PoC’s) to showcase product functionality
• Travel to trade shows, conferences, and customer events to provide product demonstrations and technical expertise
• Engage with prospects, answer technical questions, and gather market insights
• Work closely with product and engineering teams to relay customer feedback and contribute to product improvements
• Stay up to date on industry trends, competitors, and best practices, particularly in the legal technology space
• Support marketing efforts by contributing to webinars, case studies, and technical content

Solutions Engineer

• Supporting the effort to ensure the highest levels of client satisfaction with our products and services, the Solution Engineer will have the following responsibilities and duties:
• Configure advanced technical solutions to support clients, addressing complex technical issues and product inquiries related to Onit’s suite of solutions.
• Troubleshoot, diagnose, and resolve technical challenges across the product stack, delivering prompt and efficient solutions.
• Ensure seamless client experience by resolving issues and supporting ongoing business needs.
• Collaborate closely with internal teams, including Engineering, Product Management, Global Support, and Professional Services, to ensure comprehensive resolution of client issues and to drive product enhancements.
• Identify and escalate recurring issues or patterns to the development teams to improve product functionality and reduce future support requests.
• Serve as a technical advisor to clients, offering insights and guidance on best practices for leveraging Onit’s products to meet business goals.
• Serve as a mentor to team members, coaching and training in best practices.
• Perform performance optimization of Onit’s products and solutions, ensuring efficient operation and resolving any performance bottlenecks or issues.
• Contribute to continuous improvement initiatives by providing feedback on product features, functionality, and customer requirements.

Solution Engineer II

Account Manager

• Primary owner of customer relationship and account strategy
• Be a trusted advisor to customers while developing relationships with multiple stakeholders
• Accountability for customer retention and subscription renewal process
• Conduct quarterly customer business reviews
• Manage customer issue escalation process, as required
• Partner with Marketing in the development of customer references, testimonials and events
• Manage customer information in CRM, including contact/meeting history, usage information, account plans and cross sell/up-sell opportunities
• Develop and maintain customer attrition/risk rating information and mitigation plans in CRM
• Participate in industry conferences, trade shows and other opportunities for customer interaction

Senior Global Account Manager

• Own the end-to-end renewal process for a subset of existing customers, from early engagement through negotiation and close.
• Drive Net Revenue Retention by proactively managing renewals, identifying expansion opportunities, and mitigating churn risk.
• Partner with Customer Success to understand customer health, usage trends, and value realization ahead of renewal conversations.
• Identify and qualify cross-sell and upsell opportunities within your customer portfolio.
• Conduct discovery conversations to understand evolving customer needs and priorities.
• Deliver tailored product demos and commercial proposals aligned to customer goals.
• Collaborate with Client Sales and other sales teams to support broader account expansion strategies.
• Maintain accurate pipeline management, forecasting, and activity tracking in Salesforce (SFDC).
• Work closely with Marketing on campaign follow-up, renewal messaging, and targeted outreach.
• Build strong internal relationships across Sales, Customer Success, Product, and Marketing to deliver a seamless customer experience.
• Share customer insights and market feedback to inform product positioning and go-to-market strategy.

Inside Sales Representative – Client Sales

Manager

• Lead, mentor, and inspire a high-performing team of managed services professionals, ensuring alignment with company goals and fostering a culture of excellence, collaboration, and accountability.
• Oversee the implementation, configuration, and customization of software solutions for clients. Ensure the delivery of high-quality, scalable, and efficient services that drive client success.
• Manage the financial and operational responsibilities for the Managed Services function, including reporting, billable hours, revenue, margins, and related metrics, in partnership with company finance and executive leadership teams.
• Continuously improve service delivery processes, methodologies, and best practices to drive efficiency and optimize customer outcomes. Introduce and promote the use of best practices in project management and service delivery.
• Collaborate closely with the Sales, Engineering, and Support teams to ensure the seamless handover of projects and the continuous alignment of client needs with product capabilities.
• Provide coaching, mentoring, and professional development opportunities to team members, helping them grow their skills and progress in their careers.
• Conduct regular performance evaluations, set individual goals, and create development plans for team members.
• Stay current with industry trends and emerging technologies. Introduce new methodologies and tools to improve service delivery and client engagement.

Manager, Managed Services

Customer Success Manager

• Manage, coach, and develop a team of Customer Success Managers responsible for post-sales customer relationships
• Provide regular performance feedback, coaching, and development to ensure consistent execution and team growth
• Oversee and effectively leverage an offshore or shared resource to support operational efficiency
• Drive adoption and utilization of Onit products and services across the target customer base
• Ensure consistent execution of onboarding, success planning, QBRs, and renewal readiness activities
• Serve as an escalation point for customer risks, challenges, and complex engagements
• Own aggregate customer health, retention, and renewal readiness for accounts below $399K ARR
• Support identification of expansion opportunities, including upsell and cross-sell motions, in partnership with Sales and Account Management
• Ensure consistent application of Customer Success processes, playbooks, and segmentation-appropriate motions
• Partner cross-functionally with Sales, Product, Support, and Professional Services to improve customer outcomes

Manager, Customer Success

Security Engineer

• Support the Onit security function during US Central Time business hours.
• Implement and manage cloud-native security tools and third-party solutions for threat detection and incident response.
• Define, maintain, and execute the Incident Response plan, investigating and resolving incident escalations.
• Perform regular risk assessments and vulnerability scans of cloud infrastructure, ensuring timely remediation.
• Collaborate with Dev, DevOps, and Infra teams to remediate identified vulnerabilities, discuss security best practices, and assist with security incident response.
• Analyze EDR alerts and logs to identify potential security incidents, taking appropriate action.
• Continuously evaluate and implement security tools and practices to enhance the security posture of the Onit environment.
• Assist with application security reviews and threat modeling.
• Assist with security awareness programs for employees regarding security best practices

Senior Security Engineer

Full-stack Engineer

• Plan, build and launch features for our products.
• Lead design and use of technology to best solve business problems including performance improvement of existing software.
• Evaluate emerging technologies continually to identify opportunities, trends, and best practices to strengthen development practices and improve productivity.
• Work closely with our designers and project management team to craft well thought out user experiences.
• Work closely with Product Management and provide analysis on complexity and effort required for completion of new features and initiatives.
• Estimate development tasks and meet deadlines.
• Troubleshoot CI/CD issues and maintain an understanding of our deployment architecture.
• Work directly with the support team to troubleshoot and solve issues as part our escalation team and to help more junior resources solve issues they are not experienced enough to solve.