The Enterprise Account Executive will drive revenue growth through new customer acquisition in capital markets, focusing on legal management and AI solutions. Responsibilities include managing sales cycles, cultivating relationships with executives, and collaborating with cross-functional teams for client success.
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.
About this Job:
This is an exciting opportunity to build and scale a new business vertical within Onit focused on the capital markets and alternative investment ecosystem, including private equity, venture capital, hedge funds, investment banks, and private credit firms.
The Capital Markets Enterprise Account Executive is a quota-carrying sales role responsible for driving revenue growth through new customer acquisition with a particular focus on Enterprise Legal Management (ELM), Contract Lifecycle Management (CLM), and AI-enabled workflow solutions.
Success in this role requires an ability to cultivate trusted relationships with key decision makers (General Counsel, Chief Operating Officers, CFOs, and Investment Team leaders) and to navigate complex buying processes typical of financial institutions.
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 our
Key Responsibilities:
- 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.
- Develop and execute strategies aligned with Onit’s go-to-market goals for private equity, venture capital, hedge funds, investment banks, and private credit firms.
- 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.
- 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.
- Lead complex enterprise sales cycles, coordinating resources across Product Management, Professional Services, and Legal to structure winning proposals and close multi-stakeholder deals.
- 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.
Required Skills:
- 5+ years of quota-carrying SaaS sales experience, with a proven record of exceeding annual targets in enterprise or strategic accounts.
- Experience selling legal technology, workflow automation, or enterprise software into financial services or capital markets firms (private equity, venture capital, hedge funds, investment banks, or private credit) required.
- Demonstrated success managing complex, multi-stakeholder sales cycles, from prospecting through negotiation and close, within highly regulated or relationship-driven industries.
- Proven ability to build executive-level relationships with General Counsel, COO, CFO, and deal team leadership within Capital Markets target industries.
- Highly motivated, self-directed, and disciplined, with excellent written and verbal communication skills.
- Skilled in Salesforce, Outreach, and LinkedIn Sales Navigator for pipeline management and prospect engagement.
- Comfortable operating in a fast-paced, entrepreneurial environment and contributing to the development of a new vertical market.
- Bachelor’s degree required; MBA 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
Linkedin Sales Navigator
Outreach
Salesforce
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