If you want a front-row seat to organizational dysfunction, misalignment, and chronic underperformance disguised as “hypergrowth,” Onit is the place.
This company has all the ingredients for success — a real market, real customers, real demand — and somehow manages to trip over itself at every possible turn. Leadership talks endlessly about AI, innovation, and “category leadership,” but execution is consistently sloppy, reactive, and disconnected from reality on the ground.
Sales is treated like a dumping ground for every internal failure:
Broken processes? Sales problem.
Weak product positioning? Sales problem.
Incoherent marketing? Sales problem.
Overpromised roadmap? Sales problem.
Implementation disasters? Sales problem.
Meanwhile, RevOps, Marketing, Product, and Leadership operate in their own silos with zero accountability and minimal urgency. Everything is a fire drill. Nothing is actually fixed.
The go-to-market motion changes every quarter, comp plans are constantly reworked, territories are a mess, and strategy is rewritten whenever the last one fails — which is often. Forecasting is fantasy. Enablement is mostly theater. Tools are half-implemented. Data is unreliable. CRM hygiene is a joke.
And despite all of that, leadership still somehow finds time to blame individual contributors when deals slip or pipelines stall — as if the revolving door of AEs isn’t a symptom of a deeper problem.
Morale is low. Burnout is high. Institutional knowledge walks out the door every month and no one asks why.
If you enjoy:
Rebuilding the plane while flying it
Selling around your own company
Explaining away product gaps & strategy to skeptical buyers
Getting whiplash from product/strategy pivots
Watching strong performers quietly disappear
…then Onit will be a perfect fit.
For everyone else: there are far better places to build a career.
