Account Director (Corporate Lawyer)

Ontra • Concord, CA

2d

About The Position

Ontra is seeking an Account Director, Growth Sales to grow its existing enterprise customer base by expanding adoption of its AI-native products and services and uncovering new revenue opportunities within strategic accounts. The role reports to the Managing Director, Growth Sales. The Account Director uses the MEDDICC sales framework and partners with Business Development and Customer Success to identify customer needs, engage senior legal and business stakeholders, and close complex expansion opportunities. The position is suited to an ambitious professional with enterprise sales or corporate law experience who enjoys growing strategic customer relationships and helping customers transform legal workflows. Candidates must be based in the United States; New York City is preferred.

The Account Director will become fluent in Ontra’s products and services, manage expansion opportunities from discovery through close, and identify, qualify, pitch, and close cross-sell and upsell opportunities. The role also contributes to account strategy and adapts to changing go-to-market initiatives while helping validate products, services, and market opportunities. Occasional travel is required, typically at least twice per year for team and company offsites.

Requirements

• Either 8 or more years selling enterprise B2B technology, preferably AI-native products, AI-enabled services, or professional services, with experience engaging legal, compliance, and finance stakeholders; or 3–4 years as a corporate attorney, ideally in private funds, private equity, M&A, or leveraged finance/credit, seeking to transition to a client-facing business role.
• Proficiency with Salesforce and GSuite.
• Comfort working autonomously and collaboratively; coachable and receptive to feedback.
• Ability to learn new concepts quickly and communicate them efficiently.
• Entrepreneurial, hunter mindset; enjoys networking, finding new customers, and building systems that are not yet in place.
• Excellent organizational skills, including prioritization and time management.
• Impeccable verbal and written communication skills and the ability to command an audience.
• Must be based in the United States.

Nice To Haves

• Experience selling AI-native products, AI-enabled services, or professional services.
• Experience engaging legal, compliance, and finance stakeholders.
• Experience with Outreach or SalesLoft and LinkedIn Sales Navigator.
• Corporate law experience in private funds, private equity, M&A, or leveraged finance/credit.
• Based in New York City.

Responsibilities

• Learn Ontra’s AI-native products and services and position solutions that address customer needs.
• Own and manage a pipeline of expansion opportunities from discovery through close using the MEDDICC sales framework.
• Identify, qualify, pitch, and close cross-sell and upsell opportunities within existing customer accounts.
• Adapt to evolving go-to-market initiatives and help validate new products, services, and market opportunities.
• Partner with Customer Success and Business Development to identify expansion opportunities, develop account strategies, and provide a seamless customer experience.
• Engage senior legal and business stakeholders and uncover revenue opportunities within strategic accounts.

Benefits

• Paid flexible time off policy.
• Paid parental leave and benefits.
• Employer-supported retirement contributions, varying by country.
• Monthly phone and internet reimbursement.
• Company-sponsored learning and development resources, department budgets for professional development, and a robust onboarding program.
• Various options for medical, dental, and vision insurance.
• Twice-yearly team offsites for in-person collaboration.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed