Senior Sales Director

Senior Sales Director

About Onit
Onit is a global leader in enterprise workflow solutions for legal, compliance, sales, IT, HR, and finance. Our platforms transform best practices into smarter workflows, stronger processes, and operational efficiency. With expertise in enterprise legal management, matter management, spend management, contract lifecycle management, and legal holds, Onit helps Fortune 500 companies and corporate legal teams close the gap between systems of record and systems of engagement.
The Role
We’re looking for a Senior Sales Director to lead, inspire, and scale a team of high-performing Account Executives. Our Client Sales teams play a critical role in customer success and expansion, directly fueling Onit’s record growth and financial performance.
As a second-line leader, you’ll be responsible for developing front-line managers, driving team execution, and ensuring alignment across key cross-functional partners including Customer Success, Sales Operations, Strategic Alliances, Professional Services, Product, and Sales Engineering. Reporting to the Senior Director of Key Client Sales, you’ll have a direct impact on revenue growth, team culture, and our overall go-to-market strategy.
What You’ll Do
Lead & Develop Leaders

• Recruit, coach, and develop multiple front-line managers and their AE teams (6–8 per team), ensuring consistent achievement of individual and team targets.
• Translate Onit’s GTM strategy into executable business plans tailored for each leader and their teams.
• Build and sustain a culture of accountability, collaboration, and motivation through recognition, incentives, and team engagement.

Drive Performance & Growth

• Oversee execution of the sales process — from prospecting to renewals — ensuring operational excellence and customer value.
• Manage pipeline health, forecasting accuracy, and performance reporting to executive leadership.
• Partner closely with Customer Success, Marketing, Product, Services, and Legal to deliver a unified and scalable growth strategy.

Operationalize & Scale

• Champion adoption and discipline of CRM and sales tools (e.g., Salesforce, Outreach, Salesloft) for accurate data and forecasting.
• Collaborate with sales leadership to refine processes, streamline methodologies, and standardize best practices across teams.
• Continuously assess sales structure and territory design to optimize coverage and accelerate growth.

What You Bring

• 6+ years of software sales experience, including 3+ years in multi-team sales leadership.
• Proven track record of leading leaders and teams to exceed quota and deliver business outcomes.
• Strong experience in sales strategy, organizational design, and account allocation.
• Exceptional communication skills with the ability to influence at all levels, including C-suite.
• A leadership style that inspires, develops, and elevates teams to deliver their best work.
• Experience building client-focused strategies that drive expansion and revenue.
• Comfort operating in a fast-paced, high-growth environment.
• Proficiency in CRM and sales engagement platforms.