Senior Client Sales Executive - Capital Markets

Position Summary:

• 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. This is a quota-carrying sales role responsible for driving revenue growth through nurturing and expanding relationships with our current clients, particularly within Fortune 500 companies. You will focus on identifying opportunities to grow these relationships by promoting Onit’s full suite of solutions, including Enterprise Legal Management (ELM), Contract Lifecycle Management (CLM), and Custom Applications. Your expertise in relationship management will enable you to deeply understand your clients' evolving needs and ensure that Onit continues to provide value-added services, driving further engagement and upselling opportunities.
• 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 customers.

Key Responsibilities:

• 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.

Required Skills:

• 2+ years of quota-carrying SaaS sales experience, having a proven record of exceeding annual targets with a focus on growing existing client relationships.
• Proven track record of building strong, long-lasting client relationships and driving upsell opportunities.
• 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.