Account Director, New Sales

Ontra; United States; Remote; USD 125,000 - 165,000; Full time

Job summary

Ontra, a leader in AI legal tech, is seeking an Account Director for New Sales. This role involves driving revenue, acquiring new customers, and managing the sales process using the MEDDICC framework. Ideal candidates will have extensive B2B sales experience or legal expertise, strong communication skills, and a proactive approach to networking and client engagement.

Benefits

Remote-first working policy

Paid flexible time off

Paid parental leave

Employer-supported retirement contributions

Monthly phone and internet reimbursement

Company-sponsored LinkedIn Learning accounts

Qualifications

• 8+ years in B2B technology sales or 4+ years as a corporate lawyer.
• Experience selling to legal, compliance, and finance stakeholders.

Responsibilities

• Drive revenue by meeting or exceeding sales targets.
• Execute prospecting strategies to build a robust sales pipeline.
• Oversee the full sales cycle from initial discovery to closing.

Skills

Sales

Communication

Networking

Organizational Skills

Tools

Salesforce

GSuite

LinkedIn Sales Navigator

Job description

About Ontra
Ontra is the global leader in AI legal tech for private markets. Powered by industry-leading AI, data from 1M+ contracts, and a global network of legal professionals, Ontra's private markets technology platform streamlines and optimizes critical legal and compliance workflows across the full fund lifecycle. Ontra’s purpose-built solutions automate contracts, streamline obligation management, digitize entity management, and surface insights. Trusted by more than 800 global GPs, investment banks, law firms, and advisors - including nine of the top ten PEI-ranked firms worldwide - Ontra helps firms focus on what’s important to them.

Our Culture
Ontra is a remote-first company that values the power of connection. We find innovative ways to stay connected, both virtually and in person. By promoting ownership, inspiring creativity, and championing collaboration, Ontra enables you to shape your impact and growth. Our commitment to innovation extends beyond our technology; it’s embedded in our culture, and AI plays a crucial role in everything we do.

Our culture is one where belonging is the cornerstone of every interaction, rooted in acceptance and respect for all. Our commitment to inclusion begins at the application process, ensuring a fair and equitable hiring experience that values the unique contributions you bring from day one.

For this job, we are currently only hiring candidates based in the United States, with a preference for candidates in New York City.

About the Role

Ontra is seeking an Account Director, New Sales, reporting to our Senior Managing Director, Global Head of New Sales, to join our rapidly growing company.

We’re looking for someone excited to drive revenue, acquire new customer logos, and identify expansion opportunities for our industry-leading legal solutions. Using the MEDDICC sales framework, the Account Director will create sales opportunities, collaborate with our Business Development team, qualify leads, pitch prospects, and close new business.

If you are an ambitious closer who is always on the hunt for new business and has a natural curiosity, combined with high emotional intelligence and excellent public speaking skills, we’d love to get to know you!

What you’ll do

• Quota Achievement: Drive the company's growth by meeting or exceeding sales targets with new accounts within the first year, following an initial ramp-up period.
• Lead Generation: Execute aggressive prospecting strategies, including identifying and qualifying leads to build a robust sales pipeline.
• Sales Process Management: Oversee the full sales cycle from initial Discovery to Closing, ensuring competence in conducting sales processes and negotiations.
• Strategic Collaboration: Work closely with team members and management to strategize and prepare effective sales calls and presentations.
• Cross-functional Coordination: Partner with various departments to organize tailored demonstrations, craft commercial proposals, and engage channel partners to expedite deal closures.
• Client Engagement: Engage directly with potential clients through face-to-face meetings to enhance relationship-building and sales outcomes.

What you’ll bring

• Experience: 8+ years as a top performer selling B2B technology with 3+ years as an enterprise seller OR 4+ years as a corporate lawyer; experience selling to legal, compliance, and finance stakeholders required; familiarity with the private funds or legal tech spaces preferred.
• Tech stack: Proficiency with Salesforce and GSuite; experience with Outreach or SalesLoft and LinkedIn Sales Navigator.
• Ambition: Entrepreneurial, hunter mindset; enjoys networking, finding new customers, and building systems not yet in place.
• Intellectually curious: Can learn new concepts quickly and communicate those concepts efficiently.
• Strong, persuasive communicator: Impeccable verbal and written communication skills; your high EQ allows you to easily command an audience.
• Team player: Comfortable with autonomy but enjoys collaborating with a team; is coachable and receptive to feedback.
• Efficiency: Excellent organizational skills including prioritization and time management.

Pay Transparency
Ontra takes individual candidate location, experience, and skills into consideration when determining compensation. The base pay range is listed below. Additionally, all positions are eligible for unit-based equity grants.

Some positions may be eligible for additional compensation, such as commission or other variable compensation structures, which is not included in the below base pay range.

If you are selected to participate in our interview process, your Talent Acquisition Partner will share more details about the total compensation package for the role.

Base Pay Range

$125,000—$165,000 USD

Hiring LocationsWe currently hire exclusively in the locations listed below. Select jobs may have more specific location requirements due to business needs.

United StatesArizona, California, Colorado, Connecticut, Florida, Georgia, Illinois, Massachusetts, Maryland, Minnesota, North Carolina, New Jersey, Nevada, New York, Oregon, Pennsylvania, Tennessee, Texas, Utah, Virginia, Washington

APACHong Kong

EMEAUnited Kingdom

Benefits Snapshot

• Remote-first working policy, with office hubs in SF, NYC, Santa Barbara, and London
• Twice yearly team offsites for in-person collaboration
• Paid flexible time off policy
• Paid parental leave and benefits
• Employer-supported retirement contributions, varying by country
• Monthly phone and internet reimbursement
• Company-sponsored LinkedIn Learning accounts, department budgets for professional development, and robust onboarding program
• Various options for medical, dental, and vision insurance

Travel Occasional travel is required for Ontra employees, including typically at least twice per year to attend team and larger group off-sites for in-person collaboration. For some roles, additional travel may be required based on the requirements of the role and business need.

InclusivityOntra is committed to the full inclusion of all qualified individuals. As part of this commitment, Ontra will ensure that persons with disabilities are provided reasonable accommodations. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact [e-mail].

Personnel Privacy Notice: View here.

Note on Employment Verification: All employees hired will be required to verify identity and eligibility to work in their particular location.

Note to External Agencies: We are not accepting any blind submissions or resumes/CVs from recruitment agencies. Any candidates sent to Ontra will NOT be accepted or considered as a submission without a signed agreement in place.

#BI-Remote
#LI-Remote