Manage the end-to-end complex sales cycle including prospect identification, qualification, product demonstrations (with support from the Sales Engineering team), contract negotiations and close.
Respond to and manage SLED RFPs and government contracting requirements, collaborating with legal and compliance teams as needed.
Build and manage a robust pipeline of new business opportunities by researching target firms, identifying key decision makers, and driving tailored outreach that aligns Onit’s solutions with firm priorities.
Meet and exceed quarterly and annual sales quotas through focused pipeline management and execution.
Work in close alignment with our Sales Engineering team to develop strategy for custom demos in the pre-sales process.
Manage the handoff from signed license agreement to the implementation delivery team and stay connected during the transition to account management.
Partner with Marketing in the timely follow up of leads, the transition to opportunities process and feedback loop.
Proactively maintain accurate records in Salesforce (contacts, pipeline, forecasts, and activity logs).
Represent Onit at key industry events to promote brand visibility, network with senior executives, and source new relationships.

4+ 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.
Familiarity with public sector procurement processes, RFPs, government contracting vehicles, and compliance requirements.
Proven ability to manage long sales cycles and navigate complex bureaucratic environments.
Highly motivated, self-directed, and disciplined, with excellent written and verbal communication skills.
Comfortable operating in a fast-paced, entrepreneurial environment and contributing to the development of a new vertical market.
Skilled in Salesforce, Outreach, GovSpend, and LinkedIn Sales Navigator for pipeline management and prospect engagement.
Bachelor’s degree or equivalent business experience preferred.

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.

Senior Corporate Account Executive – SLED

Key skills