Sales Development Representative III

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.

About the role

Onit is looking for a motivated, intelligent, and driven Sales Development Representative (SDR). SDRs play a crucial role driving the top of the sales funnel through outbound outreach. You will find new business opportunities by prospecting clients across industries while working closely with field account executives, sales engineers, and other teams. Onit's SDRs receive world-class training, support, and mentoring from proven SDR leaders, dedicated subject-matter experts, and our broader sales and marketing leadership. Our SDRs ramp fast and often move into sales roles that involve closing, but the SDR position is foundational to Onit’s success.

Responsibilities

• Research and identify target prospects, then perform high-quality outreach.
• Qualify prospects with high-quality discovery questions and discussion.
• Manage all SDR elements from research and first meeting to sales-accepted lead.
• Strategically manage a high volume of outbound emails and phone calls.
• Maintain engagement with prospects using creative approaches.
• Think critically about what drives your accepted meetings, and share scalable outreach strategies with your SDR team.
• Optimize your use of key SDR tools to win (Salesforce, Outreach, Zoominfo, Nooks, and Sales Navigator).
• Hit or exceed quota for setting discovery calls and demos.

Requirements

• 2+ years of work experience, ideally customer-facing or sales-adjacent.
• Prior experience prospecting outbound strategic accounts ($1B+ Annual Revenue) required.
• Excellent communication: clear writing and confident speaking—non-negotiable.
• Empathy and integrity: you’re curious about people and do the right thing.
• Active listening and storytelling: you connect dots and make it memorable.
• Comfort with change: new plays, new targets, new tools—let’s roll.
• Organized and detailed: you can juggle tasks and keep your pipeline tidy.
• Coachable mindset: you want feedback and use it to get better fast.
• Competitive drive: you like to win and make things happen.
• Experience in a B2B enterprise software environment is a plus, but not required.
• A Bachelor’s degree—it shows you can set a big goal and finish it.

Pay

Base: $60,000
Commission: $40,000
Total OTE: $100,000

Schedule

This position will be 100% on-site during the initial ramp period. Once fully ramped and consistently meeting performance expectations, you’ll have the opportunity to transition to a flexible hybrid model (3–4 days per week in the office).

Benefits

• Health Coverage Choices: Three medical plan options, plus dental and vision. Employees on our HDHP plan also receive employer contributions 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. Surrogacy and adoption reimbursement also offered.
• Income Protection: 100% employer-paid life and disability insurance.
• Additional Coverage Options: Voluntary benefits including hospital indemnity, critical illness, accident, and 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.