The Role
The Director, Revenue Marketing will own pipeline targets, drive ABM strategies, oversee marketing-sales alignment, manage tech stacks, and lead a team of marketing professionals.
Summary Generated by Built In
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 OnitWe'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.
Key Responsibilities:
- Own quarterly and annual pipeline targets aligned to sales quota.
- Marketing-sourced and Marketing-influenced pipeline contribution to bookings — the headline number
- Quarterly pipeline forecasting and weekly variance reporting
- Partner with sales leadership on the Top 100 and Mid-Market account plans
- Run the integrated planning cycle quarterly: target accounts, plays, channels, content, measurement
- Set the operating rhythm for the team — weekly pipeline review, bi-weekly play retrospectives, monthly performance reviews
- Deploy and own the AI agents that augment the team (Account Briefing, Content Atomization, Pipeline Hygiene, Workflow Audit)
- Be marketing's primary partner to SDR and AE leadership, improving marketing-to-sales feedback loops.
- Own the SFDC Engagement Cockpit operating rules with Marketing Ops and SDR managers
- Drive the SAL-to-SQL accountability conversation with sales — using data, not opinion
- Co-own the Acceleration Plan execution with the CRO's office.
- Establish dashboard visibility into speed-to-lead and campaign influence.
- Day-to-day ownership of HubSpot, HG Insights, ZoomInfo Marketing, Metadata.io, and the SFDC Engagement Cockpit
- Deploy Account Briefing Agent (P1, first 30 days)
- Deploy and operate Pipeline Hygiene Agent and Workflow Audit Agent
- Continuous evaluation of new tools and AI capabilities; recommend additions or replacements quarterly
- Manage direct reports across Campaign Management, Paid Media, Content Operations, and Field Marketing
- Establish execution cadence and accountability frameworks.
- Prioritize based on revenue impact and resource constraints.
- Develop and mentor team members into strategic operators.
Revenue and Pipeline Ownership
ABM Strategy & Execution
Demand Engine
Marketing-Sales Alignment
Tech Stack and AI Leverage
Team Leadership
Required Skills:
- 8+ years in B2B marketing with at least 4 years owning pipeline as a primary metric
- Direct experience running an ABM-first marketing function at a B2B enterprise software company in the $50M to $300M ARR range
- Proven track record managing a team of 5+ marketing professionals across multiple specialties (campaign, paid, content, field)
- Demonstrated SAL-to-SQL or equivalent funnel-conversion improvement at scale
- Deep fluency in: SFDC, HubSpot (or equivalent MAP), HG Insights or 6sense or Demandbase, ZoomInfo, Metadata.io or equivalent ABM orchestration
- Demonstrated AI/agent fluency — has built or operated AI workflows that delivered measurable productivity or quality lift
- Experience working in lockstep with sales and SDR leadership on shared pipeline accountability
- Legal tech, ELM, CLM, or adjacent enterprise B2B segment experience
- Experience replacing an MQL-oriented model with an account-engagement-oriented model
- Prior experience with Reddit Ads, programmatic content syndication, or other emerging channels
- Experience operating in a CRO-led GTM organization
Preferred
At Onit, we’re committed to offering fair and competitive compensation. In addition to base pay, associates are eligible for an annual discretionary bonus. The final base salary you receive will reflect factors such as your skills, education, experience, and work location.
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.
Skills Required
- 8+ years in B2B marketing with at least 4 years owning pipeline as a primary metric
- Direct experience running an ABM-first marketing function at a B2B enterprise software company
- Proven track record managing a team of 5+ marketing professionals
- Demonstrated SAL-to-SQL or equivalent funnel-conversion improvement at scale
- Deep fluency in SFDC, HubSpot, HG Insights, ZoomInfo, Metadata.io
- Demonstrated AI/agent fluency
- Experience working in lockstep with sales and SDR leadership
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The Company
What We Do
Onit is a global leader of enterprise software and artificial intelligence platforms and products for legal, compliance, sales, IT, HR and finance departments. Our software transforms best practices into smarter workflows, better processes and operational efficiencies. With a focus on enterprise legal management, matter management, legal spend management, contract lifecycle management and legal holds, we operate worldwide and help global companies and billion-dollar legal departments bridge the gap between systems of record and systems of engagement. Onit is the only company in our space with two platforms: Our leading no-code business process automation platform, Apptitude, and our business intelligence platform, Precedent. Apptitude allows customers to create, modify and deploy new software products and custom workflows. Onit’s legal AI platform, Precedent, enables our software products to read, write, and reason like a lawyer. Combined, the two platforms enable customers to digitally transform legal operations by automating processes, reducing costs and maximizing productivity with industry-leading cloud-based software.
