Managing Director, Sales

Summary

Join Ontra, a leading AI legal tech company, as a Managing Director, Sales. Lead and manage a dynamic sales team, driving revenue through new sales and upselling/cross-selling initiatives. Develop and execute sales strategies, collaborating with cross-functional teams. Engage with key clients, handling escalations and negotiating significant deals. Oversee the hiring and onboarding of new sales team members. This role requires 8+ years of experience leading enterprise sales teams, ideally in legal or financial services. Ontra offers a remote-first work policy, paid time off, parental leave, retirement contributions, and various insurance options.

Requirements

• Experience: 8+ years of proven experience leading enterprise sales or account management teams, ideally within legal or financial services sectors
• Coaching: Demonstrated ability to coach and motivate sales representatives to successfully sell to new and existing customers
• Sales Expertise: Deep familiarity with complex sales processes and best practices, including multi-threading, multi-product bundling, and strategic value positioning
• Customer Focus: Strong track record of understanding and addressing the needs of legal or financial services user personas
• Strategic Initiative: Proven leadership capabilities through peer coaching, team mentorship, or ownership of strategic initiatives

Responsibilities

• Team Leadership & Development: Hire, manage, and lead a team of sellers, focusing on motivating and coaching them through sales meetings, performance reviews, and strategic support
• Performance Evaluation & Reporting: Monitor, analyze, and report team and individual sales performance metrics and pipeline health to senior leadership for informed decision-making
• Strategic Sales Planning: Develop and execute sales strategies in collaboration with cross-functional teams, adapting tactics to align with market trends and competitive intelligence
• Client Relationship Management: Engage with key clients and partners during critical sales interactions, handle escalations, and negotiate significant deals to strengthen client relationships
• Recruitment & Onboarding: Oversee the hiring and onboarding of new sales team members, ensuring a seamless introduction to the team and adherence to CRM processes

Benefits

• 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