The Role
Prospect and qualify enterprise accounts through high-volume outbound email and phone outreach. Research target prospects, conduct discovery conversations, manage leads through sales acceptance, maintain pipeline engagement, and meet quotas for discovery calls and demos. The role uses Salesforce, Outreach, ZoomInfo, Nooks, and Sales Navigator while collaborating with account executives, sales engineers, and sales leadership. Initial ramping is fully onsite, with potential transition to a hybrid schedule after meeting performance expectations.
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 this Job:
Onit is looking for a motivated, intelligent, and driven Sales Development Representative (SDR). SDRs play a crucial role driving the top of the sales funnel through outbound outreach. You will find new business opportunities prospecting clients across industries working closely with field account executives, sales engineers, and others across teams. Onit's SDRs receive world class training, support, and mentoring from proven SDR leaders, dedicated SMEs, and our broader team of sales and marketing leadership. Our SDRs ramp fast and often move into sales roles that involve closing, but the SDR position is foundational to Onit’s success. New opportunities will emerge fast once SDRs prove themselves in this crucial role.
Key Responsibilities:
- Research and identify target prospects, then perform high-quality outreach.
- Qualify prospects with high quality discovery questions & discussion.
- Manage all SDR elements from research and first meeting to sales accepted lead.
- Strategically manage a high volume of outbound emails and phone calls.
- Maintain engagement with prospects using creative approaches.
- Think critically about what drives your accepted meetings, and from that, share scalable outreach strategies w/ your SDR team.
- Optimize your use of key SDR tools to win (Salesforce, Outreach, Zoominfo, Nooks and Sales Navigator).
- Hit or exceed quota for setting discovery calls and demos.
Required Skills:
- 2+ year of work experience, ideally customer-facing or sales-adjacent.
- Prior experience prospecting outbound strategic accounts ($1B+ Annual Revenue) required.
- Excellent communication. Clear writing, confident speaking - non-negotiable.
- Empathy and integrity. You’re curious about people and do the right thing.
- Active listening + storytelling. You connect dots and make it memorable.
- Comfort with change. New plays, new targets, new tools—let’s roll.
- Organized and detailed. You can juggle tasks and keep your pipeline tidy.
- Coachable mindset. You want feedback and use it to get better fast.
- Competitive drive. You like to win and make things happen.
- Experience in a B2B enterprise software environment is a plus, but by no means required.
- A Bachelor’s degree - it shows you can set a big goal and finish it.
This position will be 100% on-site during the initial ramp period, giving you the chance to fully immerse yourself in our collaborative office culture—complete with team events, networking opportunities, and a supportive environment that makes coming to work enjoyable. You’ll also have access to enablement resources to help you grow and succeed. Once you’re fully ramped and consistently meeting performance expectations, you’ll have the opportunity to transition to a flexible hybrid model (3–4 days per week in the office).
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
- 2+ years of work experience, ideally in a customer-facing or sales-adjacent role
- Prior experience prospecting outbound strategic accounts with $1B+ annual revenue
- Excellent written and verbal communication skills
- Empathy and integrity
- Active listening and storytelling skills
- Comfort with change and new tools
- Strong organization and attention to detail
- Coachable mindset and willingness to use feedback
- Competitive drive
- Bachelor's degree
- Experience in a B2B enterprise software environment
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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.
