Account Director, New Sales

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

Job summary

A leading company in AI legal tech is seeking an Account Director for New Sales. This remote-first role focuses on driving revenue and acquiring new customers. The ideal candidate will have extensive B2B sales experience, particularly in legal tech, and will utilize the MEDDICC sales framework. Responsibilities include managing the sales cycle, collaborating with teams, and engaging clients. The position offers a competitive salary and benefits, including flexible paid time off and professional development resources.

Benefits

Flexible paid time off

Parental leave and benefits

Retirement contributions

Monthly phone/internet reimbursement

Medical, dental, and vision insurance options

Qualifications

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

Responsibilities

• Meet or exceed sales targets within the first year.
• Manage the full sales cycle from discovery to closing.
• Execute prospecting strategies to build a strong sales pipeline.

Skills

Communication skills

Efficiency

Curiosity

Tools

Salesforce

GSuite

LinkedIn Sales Navigator

Job description

Join to apply for the Account Director, New Sales role at Ontra

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 connection. We promote ownership, creativity, and collaboration, enabling you to shape your impact and growth. Our culture emphasizes belonging, acceptance, and respect for all. We are committed to inclusive hiring practices, valuing the unique contributions of every individual.

For this role, we are currently only hiring candidates based in the United States, preferably 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. The ideal candidate will drive revenue, acquire new customer logos, and identify expansion opportunities using the MEDDICC sales framework. Responsibilities include creating sales opportunities, collaborating with Business Development, qualifying leads, pitching prospects, and closing new business.

What you’ll do

1. Quota Achievement: Meet or exceed sales targets within the first year.
2. Lead Generation: Execute prospecting strategies to build a strong sales pipeline.
3. Sales Process Management: Manage the full sales cycle from discovery to closing.
4. Strategic Collaboration: Work with team members to prepare sales calls and presentations.
5. Cross-functional Coordination: Partner with departments to organize demos, proposals, and engage channel partners.
6. Client Engagement: Conduct face-to-face meetings to build relationships and improve sales outcomes.

What you’ll bring

1. Experience: 8+ years in B2B technology sales or 4+ years as a corporate lawyer, with experience selling to legal, compliance, and finance stakeholders. Knowledge of private funds or legal tech is a plus.
2. Tech stack: Proficiency with Salesforce, GSuite, Outreach or SalesLoft, and LinkedIn Sales Navigator.
3. Ambition: Entrepreneurial mindset, enjoy networking and building new systems.
4. Curiosity: Quick learner and effective communicator.
5. Communication skills: Excellent verbal and written skills, high emotional intelligence.
6. Team player: Autonomous yet collaborative, receptive to feedback.
7. Efficiency: Strong organizational and time management skills.

Pay Transparency

The base pay range is $125,000—$165,000 USD, with potential for additional compensation such as commissions and equity. Exact package details will be shared during the interview process.

Hiring Locations

Currently, we hire exclusively in the US (preferably in New York City), APAC (Hong Kong), and EMEA (UK). Specific location requirements may apply.

Benefits Snapshot

• Remote-first with office hubs in SF, NYC, Santa Barbara, and London
• Biannual team offsites
• Flexible paid time off
• Parental leave and benefits
• Retirement contributions (varies by country)
• Monthly phone/internet reimbursement
• Professional development resources
• Medical, dental, and vision insurance options

Travel

Occasional travel required, typically twice a year for team offsites. Additional travel may be necessary based on role requirements.

Inclusivity

We are committed to inclusion and providing reasonable accommodations for persons with disabilities. Contact [e-mail] for assistance.

Additional Notes

Verification of identity and employment eligibility is required. We do not accept unsolicited agency resumes.