Manager, Sales Development

Manager, Sales Development

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We’re redefining the future of legal operations through the power of AI. Our cutting‑edge platform streamlines enterprise legal management, matter management, spend management, and contract lifecycle processes, transforming manual workflows into intelligent, automated solutions. We’re a team of innovators using AI at the core to help legal departments become faster, smarter, and more strategic. As we continue to grow and expand the capabilities of our new AI‑centric platform, we’re looking for bold thinkers and builders who are excited to shape the next chapter of legal tech.

You’re a builder and a coach. As a Manager, Sales Development, you’ll develop, train, and inspire a high‑energy SDR team. Your team will start every sales conversation for Onit. You own the very first touch our future customers have with Onit, and you’ll lead SDRs across North America to hit and beat their goals.

• Recruit and coach SDRs to exceed individual targets and raise the team performance bar.
• Run consistent 1:1s and coach from KPIs to improve call quality, discovery, and follow‑through.
• Create a positive, competitive culture with recognition, smart incentives, and team‑building.
• Design outbound strategies that quantitatively demonstrate improved lead generation and meeting creation.
• Monitor daily outreach (calls, emails, sequences) and raise conversion from lead to qualified opportunity.
• Partner closely with Sales and Marketing to align on ICP, messaging, and MQL quality.
• Set clear KPIs and personalized stretch goals, tracking performance and pipeline health in Salesforce.
• Build and share regular SFDC reports on activities, conversion rates, and trends; recommend fixes fast.
• Spot process gaps and recommend changes that increase efficiency and productivity.
• Understand on the deepest levels what motivates you and each of your team members.

• 3+ years in SDR/Sales, including 1–2+ years leading or managing a team.
• Proven, results‑driven people leader who motivates, urges, and encourages SDRs to high performance.
• Hands‑on with outbound playbooks, cadences, and best practices, iterating based on data.
• Analytical mindset: you use deep metrics analysis to diagnose issues, make decisions, and track improvement.
• Proficient with CRM (Salesforce) and sales engagement tools (e.g., Outreach, Salesloft, Nooks).
• Understands that the only constant in tech sales is change.

• $90,000 - $150,000 a year
• Base: $90,000
• Commission: $60,000
• Total OTE: $150,000

• Health Coverage Choices: Three medical plan options, plus dental and vision. Employees on our HDHP plan also receive employer contribution to the HSA.
• Retirement Savings: 401(k) with a 100% match on the first 3% and 50% on the next 2% of employee contributions.
• Time Away: Flexible paid time off, 7 sick days, and 9 paid company holidays annually.
• Family Support: Exceptional paid leave for birth parents, non‑birth parents, and caregivers. Onit also offers surrogacy and adoption reimbursement.
• Income Protection: 100% employer‑paid life and disability insurance.
• Additional Coverage Options: Voluntary benefits including hospital indemnity, critical illness, accident, and even pet insurance.
• Tax‑Advantaged Accounts: Healthcare FSA, HSA, and dependent care FSA.
• Community Engagement: One paid volunteer day each year to give back to the community.

• Seniority level:
  Mid‑Senior level
• Employment type:
  
  Full‑time
• Job function:
  Sales and Business Development
• Industries:
  Software Development
• Location:
  
  Atlanta, GA

This position will remain open for applications for 7 calendar days from the posting date.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.

We know that not everyone will check every box in a job description. At Onit, we value diversity, inclusion, and authenticity. If you’re excited about this role but your experience doesn’t align perfectly with every qualification, we encourage you to apply. You may be exactly who we’re looking for.