The Role
The Inside Sales Representative drives growth by owning the customer renewal cycle and identifying upsell opportunities, focusing on net revenue retention.
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 the job:
As an Inside Sales Representative – Client Sales, you will play a critical role in driving growth and retention within our existing customer base. You will own the renewal cycle for a defined portfolio of clients, with a focus on Net Revenue Retention, including renewals, cross-sell, and revenue expansion.
You’ll act as a trusted commercial partner to your customers, ensuring they continue to see value from Onit while identifying opportunities to expand adoption of our broader product suite. This role reports to the Client Sales Director and works closely with Client Sales, Customer Success, and cross-functional partners.
This is an ideal role for a sales professional who enjoys consultative selling, building long-term customer relationships, and directly impacting retention and growth in a fast-moving SaaS environment.
Key Responsibilities:
- Renewal & Revenue Ownership
- Own the end-to-end renewal process for a subset of existing customers, from early engagement through negotiation and close
- Drive Net Revenue Retention by proactively managing renewals, identifying expansion opportunities, and mitigating churn risk
- Partner with Customer Success to understand customer health, usage trends, and value realization ahead of renewal conversations
- Cross-Sell & Expansion
- Identify and qualify cross-sell and upsell opportunities within your customer portfolio
- Conduct discovery conversations to understand evolving customer needs and priorities
- Deliver tailored product demos and commercial proposals aligned to customer goals
- Collaborate with Client Sales and other sales teams to support broader account expansion strategies
- Sales Execution & Collaboration
- Maintain accurate pipeline management, forecasting, and activity tracking in Salesforce (SFDC)
- Work closely with Marketing on campaign follow-up, renewal messaging, and targeted outreach
- Build strong internal relationships across Sales, Customer Success, Product, and Marketing to deliver a seamless customer experience
- Share customer insights and market feedback to inform product positioning and go-to-market strategy
Required Skills & Experience
- 1-2 years of B2B SaaS or SDR sales experience; preferably in renewals, account management, or inside
- Experience supporting or owning customer renewals, expansions, or retention-focused sales motions
- Strong communication, presentation, and negotiation skills
- Ability to build relationships with stakeholders across multiple functions and levels.
- Experience with Salesforce or similar CRM platforms; Salesloft or equivalent tools a plus.
- Highly organized with strong pipeline discipline and time management skills.
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
Salesforce
Salesloft
Am I A Good Fit?
Get Personalized Job Insights.
Our AI-powered fit analysis compares your resume with a job listing so you know if your skills & experience align.
Success! Refresh the page to see how your skills align with this role.
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.
