Director, Revenue Marketing

Onit, Inc.

About The Position

Onit is redefining the future of legal operations through the power of AI. Their cutting-edge platform streamlines enterprise legal management, matter management, spend management, and contract lifecycle processes, transforming manual workflows into intelligent, automated solutions. They are a team of innovators using AI at the core to help legal departments become faster, smarter, and more strategic. As they continue to grow and expand the capabilities of their new AI-centric platform, they are looking for bold thinkers and builders who are excited to shape the next chapter of legal tech. If you're energized by meaningful work, love solving complex problems, and want to help modernize how legal teams operate, Onit would love to meet you.

Requirements

8+ years in B2B marketing with at least 4 years owning pipeline as a primary metric
Direct experience running an ABM-first marketing function at a B2B enterprise software company in the $50M to $300M ARR range
Proven track record managing a team of 5+ marketing professionals across multiple specialties (campaign, paid, content, field)
Demonstrated SAL-to-SQL or equivalent funnel-conversion improvement at scale
Deep fluency in: SFDC, HubSpot (or equivalent MAP), HG Insights or 6sense or Demandbase, ZoomInfo, Metadata.io or equivalent ABM orchestration
Demonstrated AI/agent fluency — has built or operated AI workflows that delivered measurable productivity or quality lift
Experience working in lockstep with sales and SDR leadership on shared pipeline accountability

Nice To Haves

Legal tech, ELM, CLM, or adjacent enterprise B2B segment experience
Experience replacing an MQL-oriented model with an account-engagement-oriented model
Prior experience with Reddit Ads, programmatic content syndication, or other emerging channels
Experience operating in a CRO-led GTM organization

Responsibilities

Own quarterly and annual pipeline targets aligned to sales quota.
Drive marketing-sourced and marketing-influenced pipeline contribution to bookings.
Perform quarterly pipeline forecasting and weekly variance reporting.
Partner with sales leadership on the Top 100 and Mid-Market account plans.
Run the integrated planning cycle quarterly: target accounts, plays, channels, content, measurement.
Set the operating rhythm for the team — weekly pipeline review, bi-weekly play retrospectives, monthly performance reviews.
Deploy and own the AI agents that augment the team (Account Briefing, Content Atomization, Pipeline Hygiene, Workflow Audit).
Be marketing's primary partner to SDR and AE leadership, improving marketing-to-sales feedback loops.
Own the SFDC Engagement Cockpit operating rules with Marketing Ops and SDR managers.
Drive the SAL-to-SQL accountability conversation with sales — using data, not opinion.
Co-own the Acceleration Plan execution with the CRO's office.
Establish dashboard visibility into speed-to-lead and campaign influence.
Day-to-day ownership of HubSpot, HG Insights, ZoomInfo Marketing, Metadata.io, and the SFDC Engagement Cockpit.
Deploy Account Briefing Agent (P1, first 30 days).
Deploy and operate Pipeline Hygiene Agent and Workflow Audit Agent.
Continuously evaluate new tools and AI capabilities; recommend additions or replacements quarterly.
Manage direct reports across Campaign Management, Paid Media, Content Operations, and Field Marketing.
Establish execution cadence and accountability frameworks.
Prioritize based on revenue impact and resource constraints.
Develop and mentor team members into strategic operators.

Benefits

Three medical plan options, plus dental and vision
Employer contribution to HSA for HDHP plan participants
401(k) with a 100% match on the first 3% and 50% on the next 2% of employee contributions
Flexible paid time off
7 sick days
9 paid company holidays annually
Exceptional paid leave for birth parents, non-birth parents, and caregivers
Surrogacy and adoption reimbursement
100% employer-paid life and disability insurance
Voluntary benefits including hospital indemnity, critical illness, accident, and pet insurance
Healthcare FSA, HSA, and dependent care FSA
One paid volunteer day each year