Senior Client Sales Executive – Capital Markets

Role Overview

• Build and strengthen relationships with existing clients, becoming their trusted advisor and advocate within Onit.
• Identify opportunities to expand Onit’s footprint within current accounts by understanding client needs and introducing additional products or services.
• Own the deal lifecycle across a defined portfolio of capital markets clients and prospects, from initial engagement and opportunity identification through pricing negotiation and contract finalization.
• Build and manage a robust pipeline of new business opportunities by researching target firms, identifying key decision makers (General Counsel, COO, CFO, Deal Teams), and driving tailored outreach that aligns Onit’s solutions with firm priorities.
• Work closely with the Client Success team to support the ongoing use of Onit’s solutions and ensure seamless adoption of new products or services.
• Serve as a trusted advisor by understanding each client’s investment operations, legal workflows, and portfolio dynamics to recommend solutions that deliver measurable ROI and operational efficiency.
• Partner cross-functionally with Marketing to develop case studies, customer testimonials, and thought leadership relevant to the capital markets vertical.
• Proactively maintain accurate records in Salesforce (contacts, pipeline, forecasts, and activity logs).
• Represent Onit at key industry events (e.g., ILTA, PEI, and legal operations forums) to promote brand visibility, network with senior executives, and source new relationships.

Requirements

• 2+ 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.
• Experience selling legal technology, workflow automation, or enterprise software into financial services or capital markets firms (private equity, venture capital, hedge funds, investment banks, or private credit) required.
• Demonstrated success managing complex, multi-stakeholder sales cycles, from prospecting through negotiation and close, within highly regulated or relationship-driven industries.
• Proven ability to build executive-level relationships with General Counsel, COO, CFO, and deal team leadership within Capital Markets target industries.
• Highly motivated, self-directed, and disciplined, with excellent written and verbal communication skills.
• Skilled in Salesforce, Outreach, and LinkedIn Sales Navigator for pipeline management and prospect engagement.
• Comfortable operating in a fast-paced, entrepreneurial environment and contributing to the development of a new vertical market.
• Bachelor’s degree required; MBA or equivalent business experience preferred.

Benefits

• 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.