What are the responsibilities and job description for the Enterprise Sales Director position at Onit?
Onit is a leading provider of Enterprise Legal Management (ELM), Contract Lifecycle Management, Legal Holds and Business Process Automation solutions for the 21st century. Founded by the pioneers in the development of Legal Spend Management a generation ago, Onit is transforming the way corporate legal departments, law firms along with other business functions drive operational and process improvements. By focusing on process, Onit’s solutions help customers drive tremendous gains in efficiency, accelerate transaction velocity and reduce costs.
Position Summary
Onit is coming off a record financial year and is looking to accelerate performance in new customer acquisition and is continuing to expand its product offerings. We are seeking a driven, smart, high-performing first line Director of our New Logo Sales Team. Individuals who are passionate about technology that helps customers be more effective and excel in a fast-paced environment should apply. The ideal person will complement our existing sales team of highly competitive individuals, energized by driving the sales of transformative solutions to solve modern business problems. A critical requirement for this role is building strong relationships with prospects and customers, including key Executives/decision makers, Senior Partners and other stakeholders across the organization. This role will liaise with cross functional internal teams including Sales Operations, Strategic Alliances, Professional Services, Product Management and Sales Engineering to ensure achievement of our revenue targets. The role reports to the Global VP of Sales, who sits in the Executive Team of the Company.
The Director of Sales role is critically important to the development and success of the New Logo Sales Team and to that of Onit.
Essential Duties and Responsibilities:
- In partnership with Global VP of Sales, meet or exceed New Logo annual and quarterly sales targets
- Develop and lead a high performing team of Sales Rep individual contributors, with these individuals as your direct reports
- In partnership with Global VP of Sales, ensure accuracy of all sales forecasts, pipeline and activity metrics
- Manage the Sales teams in execution of the entire sales process – targeting top prospects, identifying solutions, negotiating and closing business
- When requested by the Global VP of Sales, participate in virtual prospect and client sales meetings as sales cycles move through early on to mid-stages
- When needed, serve as a proxy for the Global VP of Sales as a Subject Matter Expert and the leadership “face of the company” from a Sales perspective at in-person meetings to ensure adequate coverage of critical prospect/client meetings and other events
- In partnership with Global VP of Sales:
- Engage with the Strategic Alliances Team to manage and maintain current data and next steps on target companies we have in common with one or more consulting partners and allocating activity between our organizations
- Conduct quarterly team Territory Business Reviews
- Translate Onit’s broader GTM into an executable business plan that can be successfully delivered by each individual contributor
- Closely manage the performance of the Sales Team – prioritizing coaching to create a culture of personal accountability that delivers on sales booking targets
- Drive Sales Team’s adoption and compliance of CRM usage including sales pipeline information, sales opportunity detail and updates, forecasts, contact data and call/meeting history
- Support deep collaboration, as required, with Sales, Marketing, Product Management, Services and Legal to commercialize or integrate new offerings, bring to market and drive achievement of sales targets
- Assist Global VP of Sales in evaluating product or partnership initiatives (e.g. new products or partner packages), conducting analyses and making recommendations to the Executive Leadership Team
Qualifications and Skills
- Minimum of 7 years of experience in Contract Management, Legal, Enterprise Operations and/or Business Process Management
- Highly motivated and disciplined self-starter with excellent oral and written communication skills
- Consistent track record in overseeing a team that meets or beats 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
- Experience managing a geographically distributed team
- Outstanding leadership skills - leads teams to deliver on ambitious business goals, inspires their best work, mentors and develops their careers
- Proven senior leadership experience in sales management of enterprise software applications including strong strategic management and planning skills
- Experience delivering client-focused solutions that drive increased revenue
- Able to thrive in a fast paced, self-directed entrepreneurial environment
- Must be comfortable managing multiple tasks and projects in real time
- Experience using Salesforce.com (or other CRM)
- Bachelor’s degree required
- Travel for this role is /- 50%
