SLED Account Executive - Remote Eligible

Account Executive

Onit is a leading, global provider of Enterprise Legal Management (ELM) software. Onit is transforming the way corporate legal departments, law firms along with other business functions drive operational and process improvements. Onit helps enterprises scale their legal operations with modern software solutions so Legal can focus on creating a competitive advantage for the business. We are expanding our presence in the public sector and seeking an experienced Account Executive to grow our footprint within the SLED (State, Local, and Education) market.

Location: Remote

Position Summary

The SLED Account Executive will be responsible for driving new client acquisition and revenue growth across state governments, municipalities, and educational institutions. You will focus on promoting Onit's comprehensive suite of solutions, including Enterprise Legal Management (ELM), Contract Lifecycle Management (CLM), and Custom Applications, among others.

This is a strategic, full-cycle sales role requiring experience in SLED procurement processes, public sector RFPs, and long-term relationship management. The ideal candidate has a proven track record of selling enterprise SaaS solutions into SLED accounts, understands the complexities of government procurement, and excels at building trust with senior decision-makers. You will collaborate closely with cross-functional teams, including Sales Engineering, Professional Services, Sales Operations, and Strategic Alliances, to support the sales process and deliver comprehensive solutions. A successful Account Executive will consistently meet or exceed new client acquisition and revenue targets, while developing and executing strategies to grow Onit's presence within the assigned territory.

Responsibilities

• Own and manage the full sales cycle within assigned SLED territory from prospecting and discovery through RFP response, negotiations, and close.
• Develop and execute territory and account-based strategies that align with government buying cycles and budget timelines.
• Build relationships with key decision-makers, influencers, and procurement stakeholders in state agencies, cities, counties, school districts, and universities.
• Partner with Pre-Sales Engineers to deliver tailored product demonstrations that highlight the specific benefits of Onit's solutions in the public sector.
• Respond to and manage SLED RFPs and government contracting requirements, collaborating with legal and compliance teams as needed.
• Maintain a healthy pipeline with at least 4x quota coverage; consistently meet or exceed quarterly and annual revenue targets.
• Manage the handoff from signed license agreement to the implementation delivery team and stay connected during the transition to account management.
• Represent Onit at public sector trade shows, conferences, and networking events to enhance market visibility and lead generation.
• Collaborate cross-functionally with Marketing, Strategic Alliances, and Professional Services to ensure successful sales execution and client onboarding.
• Maintain detailed records in Salesforce including pipeline status, forecasts, key contacts, and engagement history.
• Prepare and present periodic business reviews and account plans to senior leadership.

Qualifications

2+ years of enterprise SaaS sales experience, with at least 1+ year focused on SLED accounts or public sector clients

Familiarity with public sector procurement processes, RFPs, government contracting vehicles, and compliance requirements

Proven ability to manage long sales cycles and navigate complex bureaucratic environments

Highly motivated and disciplined self-starter with excellent oral and written communication skills

Demonstrated success in exceeding sales quotas and driving net new business in a defined territory

Strong executive presence and ability to communicate effectively with legal, procurement, IT, and C-level stakeholders

Experience using Salesforce.com, Outreach, and LinkedIn Sales Navigator

Bachelor's degree or equivalent experience

Preferred

Existing relationships with state and local agencies or education institutions

Experience selling legal tech, contract management, or workflow automation tools

Knowledge of cooperative purchasing agreements or government contracting frameworks (e.g., NASPO, GSA, TX-DIR)