Sales Director, Strategic Account Manager

Onit - Houston, TX

Full-time - Senior

Houston, TX

Computing Infrastructure Providers, Data Processing, Web Hosting, and Related Services

About the position

Onit is seeking a high-performing leader to fill the role of Sales Director, Strategic Account Manager. This position is designed for an individual with a proven track record in leading and supporting teams that deliver a best-in-class Software as a Service (SaaS) experience to large enterprises. The successful candidate will be adept at providing additional value to customers through effective up-selling and cross-selling strategies. This role will require close collaboration with various internal teams, including Professional Services, Product Management, Finance, and Engineering, to ensure that the company meets its gross and net retention goals. The Sales Director will report directly to the Global SVP of Strategic Sales. In this role, the Sales Director will partner with the Global SVP of Strategic Sales to meet or exceed annual and quarterly sales targets. A key responsibility will be to develop and lead a high-performing team of Account Managers, who will report directly to the Sales Director. The individual will also ensure the accuracy of sales forecasts, pipeline, and activity metrics, along with other critical customer metrics. Engaging with the Strategic Alliances Team will be essential to manage and maintain current data and next steps on target companies that overlap with consulting partners, ensuring effective allocation of activities between organizations. The Sales Director will be responsible for translating Onit's broader go-to-market (GTM) strategy into an actionable business plan that can be effectively executed by each team member. Close management of team performance will be crucial, with a focus on coaching to foster a culture of personal accountability that drives sales bookings and retention targets. Additionally, the role will involve driving the adoption and compliance of CRM usage, ensuring that sales pipeline information, opportunity details, forecasts, contact data, and call/meeting history are accurately maintained.

Responsibilities

• Meet or exceed annual and quarterly sales targets in partnership with the Global SVP of Strategic Sales.
• Develop and lead a high-performing team of Account Managers, with direct reports.
• Ensure accuracy of sales forecasts, pipeline, and activity metrics along with other key customer metrics.
• Engage with the Strategic Alliances Team to manage and maintain data on target companies shared with consulting partners.
• Translate Onit's broader go-to-market strategy into an executable business plan for individual contributors.
• Closely manage team performance, prioritizing coaching to create a culture of accountability that meets sales booking and retention targets.
• Drive adoption and compliance of CRM usage, including sales pipeline information and updates.

Requirements

• Minimum of 7 years of experience managing quota-carrying teams selling to and/or supporting SaaS customers.
• Experience working with Legal, Finance, and/or Legal Operations is a plus.
• Highly motivated and disciplined self-starter with excellent oral and written communication skills.
• Consistent track record in overseeing a team that meets or beats quotas and delivers business results.
• Experience developing sales strategies and optimizing the allocation of key accounts.
• Demonstrable ability to communicate, present, and influence key stakeholders at all levels, including executive and C-level.
• Outstanding leadership skills with a focus on delivering ambitious business goals and mentoring team members.
• Proven senior leadership experience in sales management of enterprise software applications.
• Experience delivering client-focused solutions that drive increased revenue.
• Ability to thrive in a fast-paced, self-directed entrepreneurial environment.
• Comfortable managing multiple tasks and projects in real time.
• Bachelor's degree required.