Onit

Manager, Sales Development

Posted Yesterday

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Atlanta, GA

Hybrid

90K-150K Annually

Mid level

Software • Business Intelligence

The Role

The Manager, Sales Development will lead and coach an SDR team, focusing on recruitment, performance metrics, and improving lead generation strategies while collaborating with Sales and Marketing teams.

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:

You’re a builder and a coach. As a Manager, Sales Development, you’ll develop, train, and inspire a high-energy SDR team. Your team will start every sales conversation for Onit.You own the very first touch our future customers have with Onit, and you’ll lead SDRs across North America to hit and beat their goals.

Key Responsibilities:

Recruit and coach SDRs to exceed individual targets and raise the team performance bar
Run consistent 1:1s and coach from KPIs to improve call quality, discovery, and follow-through
Create a positive, competitive culture with recognition, smart incentives, and team-building
Design outbound strategies that quantitatively demonstrateimproved lead generation and meeting creation
Monitor daily outreach (calls, emails, sequences) and raise conversion from lead to qualified opportunity
Partner closely with Sales and Marketing to align on ICP, messaging, and MQL quality.
Set clear KPIs and personalized stretch goals all while tracking performance and pipeline health in Salesforce
Build and share regular SFDC reports on activities, conversion rates, and trends; recommend fixes fast
Spot process gaps and recommend changes that increase efficiency and productivity
Understand on the deepest levels what motivates you, and each of your team members

Required Skills:

3+ years in SDR/Sales, including 1–2+ years leading or managing a team
Proven, results-driven people leader who motivates, urges and enourages SDRs to high performance
Hands-on with outbound playbooks, cadences, and best practices, and you iterate based on data
Analytical mindset: you use deep metrics analysis to diagnose issues, make decisions, and track improvement
Proficient with CRM (Salesforce) and sales engagement tools (e.g., Outreach, Salesloft, Nooks).
Understands that the only constant in tech sales is change

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

Outreach

Salesforce

Salesloft

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The Company

HQ: Houston, TX

302 Employees

Year Founded: 2011

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.