Senior Account Director, Growth Sales

Ontra; United States; Remote; USD 146,000 - 204,000; Full time

Job summary

A leading company in AI legal tech is seeking a Senior Account Director to drive growth sales. This role involves managing enterprise client relationships, utilizing the MEDDICC framework, and collaborating with teams to expand business opportunities. The ideal candidate will have extensive experience in B2B technology sales and a strong ability to communicate effectively. This remote-first position offers competitive compensation and various benefits.

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

• 10+ years in B2B technology sales, 5+ years at enterprise level.
• Experience selling to legal and finance stakeholders.

Responsibilities

• Manage sales pipeline from initial calls to closing.
• Drive revenue growth through business development and lead qualification.

Skills

B2B technology sales

Relationship building

Communication

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 based in New York City.

About the team & opportunity

Ontra is seeking a Senior Account Director, Growth Sales to join our rapidly growing company and work with many of our largest customers. The Senior Account Director will be an essential member of Ontra’s scaling Sales team and will help us identify expansion opportunities within our existing enterprise customer base for our industry-leading legal solutions. Using the MEDDICC sales framework, the Senior Account Director will create sales opportunities, collaborate with our Business Development and Customer Success teams, pitch current clients, and close new product business.

This is a great opportunity for an ambitious closer who is adept at building and nurturing strong relationships with enterprise clients, is always on the hunt to expand business, and is ready to adapt to new strategies and initiatives. The Senior Account Director will report into our Managing Director, Growth Sales, and the preferred location for this role is New York.

What you’ll do

• Product: Quickly become familiar with Ontra’s range of products and services
• Pipeline management: Effectively own and manage a sales pipeline from initial calls through closing
• Expansion: Drive revenue growth through business development, lead qualification, pitching, and closing new business with current enterprise clients
• Strategy: Adapt comfortably to new strategic initiatives, working with the team to validate and/or invalidate new product hypotheses
• Collaboration: Collaborate with both the Customer Success team as well as a dedicated team of Business Development Representatives to identify and create cross-sale opportunities.

What you’ll bring

• Required Experience: 10+ years as a top performer selling B2B technology, with 5+ years at the enterprise level OR 5+ years of corporate legal experience
• Preferred Experience: experience selling to legal, compliance, and finance stakeholders. Familiarity with the private funds or legal tech sectors and experience selling AI solutions are also highly desirable.
• Tech stack: Proficiency with Salesforce and GSuite; experience with Outreach or SalesLoft and LinkedIn Sales Navigator
• Team player: Comfortable with autonomy but enjoys collaborating with a team; is coachable and receptive to feedback
• Intellectually curious: Can learn new concepts quickly and communicate those concepts efficiently
• Ambitious: Entrepreneurial, hunter mindset; enjoys networking, finding new customers, and building systems not yet in place
• Efficiency: Excellent organizational skills including prioritization and time management
• Strong communicator: Impeccable verbal and written communication skills; your high EQ allows you to easily command an audience

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

$146,000—$204,000 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.

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