Onit Contract Lifecycle Management (CLM) Growth and Development Specialist in Houston, Texas
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 contract lifecycle management, enterprise legal management, matter management, legal spend 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?s approach to streamlining business processes?better workflows, not better databases?is unique, and sets us apart.
Location: Houston, TX or U.S. Remote (work from home)
The Contract Lifecycle Management (CLM) Growth and Development Specialist will drive early stage pipeline create, help define and implement a strategy for continued growth of our CLM & AI product lines, and serve as a team lead for our CLM SDR team. This role will test and validate strategies for new logo prospecting and outbound pipeline generation efforts, creating opportunities for the sales team and scaling these strategies across the SDR team. A critical requirement for this role is building strong subject matter expertise in Onit?s CLM and AI product lines and the CLM market more broadly and successfully driving CLM/AI mindshare across Onit?s and SimpleLegal?s Sales and AM teams along with current and prospective customers. This role will liaise with cross functional internal teams including the CLM Sales Director, CLM Sales Teams, SDRs, Sales Engineering and Marketing, to provide frontline sales feedback and assist with driving the product development and go-to-market strategies.
Essential Duties and Responsibilities
Performance measured based on development of CLM/AI pipeline and achievement of the CLM SDR team goals
Function as product line expert, conducting qualification calls, building top of funnel pipeline, and generating sales-ready opportunities
Assist in the training, development, and management of sales development representatives
Review and create outbound cadences
Implement, improve and standardize key sales processes in service of driving consistent and repeatable motions that predictably drive revenue growth.
Partner with Marketing to follow-up with inbound leads
Demonstrate thought leadership in the field of CLM through participation in trade shows, customer events, speaking engagements and other venues
Partner with CLM Sales Director, Product Management and Marketing to execute against strategies that will maximize Onit?s penetration in the CLM and AI market spaces
With Sales Ops, maintain sales pipeline information in CRM, including sales opportunity details, contact data and call/meeting history
Qualifications and Skills
1 to 5 years? experience working at another CLM or CLM AI vendor
Highly motivated and disciplined self-starter with excellent oral and written communication skills
Demonstrable ability to communicate, present and influence key stakeholders at all levels within an organization including executive and C-level
Experience delivering client-focused solutions that drive increased revenue
Able to thrive in a fast paced, self-directed entrepreneurial environment
Must be comfortable managing multiple tasks and projects in real time
Experience using Salesforce.com (or other CRM)
The ideal candidate has experience with legal, process automation and/or sales enablement software
Travel for this role including travel to Houston headquarters is +/- 50%
Deep experience in the CLM and AI assisted CLM market space
A robust network of CLM/AI contacts and other key target accounts for Onit?s CLM/AI products
Ability to effectively communicate Onit?s CLM/AI value proposition to enterprise prospect decision makers and uncover business problems and uses cases that our solutions address.
Strong business development orientation and capability
Demonstrated expertise and presence in the CLM/AI market space ? panel participant, webinars, speaking engagements, white papers, etc.
Experience in successfully penetrating both mid-sized and enterprise level accounts