Luke M. Dispain

Luke M. Dispain · Georgia, USA

Built to
earn it.

I’m Luke M. Dispain. I do the research, ask the real questions, and turn good conversations into pipeline.

Strategic Account Specialist at Onit SDR 3 · SLED

See the work Download My Resume Meet me on LinkedIn
RESEARCH WITH INTENT.CONVERSATIONS WITH SUBSTANCE.FOLLOW-THROUGH THAT COUNTS.

01 / THE RESULTS

The work shows up
in the numbers.

I build pipeline and contribute to deals that close. Here’s the latest snapshot, updated September 23, 2026.

$381,725

Closed-won deal value

9 deals supported · September 2026

$5.9M+

Sales pipeline generated

Onit career total · September 2026

132%

Q2 meeting quota attainment

79 meetings against a goal of 60

Q2 2026 RECOGNITION

Lion recognition.

My Q2 review recognized the team’s highest accepted-meeting performance, alongside pipeline generation and recovered leads.

September: 15 of 8 meetings

SDR 3 · Month to date

187.5% of monthly quota as of September 23, 2026.

48 meetings in July and August.

SDR 2 goal: 20 / month
JUL
23
115%
AUG
25
125%

Goal line · July–August 2026, before the SDR 3 move

02 / DEAL STORIES

Find the problem.
Build the business case.

Two anonymized opportunities that closed won. My contribution: upfront discovery, qualification, and a clear business case for my AE.

Enterprise Legal ManagementClosed Won

Public Technology Company

5–8 hoursof reporting work each week, uncovered in discovery

The problem
A legal team was evaluating alternatives to its legacy legal management system. I uncovered manual invoice review and accruals, limited automation, and cost concerns alongside the weekly reporting burden.
My contribution
I led upfront discovery and qualification, connected the pain to business impact, and identified the GC and CFO as key decision-makers.
The outcome
I transitioned the business case to my AE. The opportunity entered a competitive evaluation and ultimately closed won.

My RoleDiscovery · Qualification · Business Impact · Stakeholder Identification · Departmental Impact · Pain & Severity Assessment · AE Handoff

E-Billing + Matter ManagementClosed Won

$4M in Annual Legal Spend

~6%estimated potential legal-spend reduction through e-billing

The problem
A team managing approximately $4M in annual legal spend had no established legal operations infrastructure. I uncovered email-based matter tracking, no billing guidelines, and no formal invoice review.
My contribution
I led upfront discovery and qualification, quantified the potential impact, and handed my AE a defined business case. The estimated 6% opportunity was a potential benefit, not a measured saving.
The outcome
My AE owned the full sales cycle and ultimately closed won. My work established the pain, potential impact, and qualification for the handoff.

My RoleDiscovery · Qualification · Business Impact · Stakeholder Identification · Departmental Impact · Pain & Severity Assessment · AE Handoff

03 / CAREER HIGHLIGHTS

Achievements

My impact at Onit includes both individual results and helping new teammates succeed.

  • Only SDR

    Key Sales quota

    The only SDR on the Key Sales team to hit quota.

  • 2

    Company records

    Set company records for Key Sales pipeline generation and meetings booked.

  • 4

    New teammates ramped

    Successfully ramped four new team members who achieved over 200% of quota.

  • 7

    Monthly meetings winner

    Seven-time monthly winner for most meetings booked.

04 / MY STORY

Work ethic came
before the title.

I started at Discount Tire, working my way from tire technician into management. That experience still shapes how I sell: listen carefully, explain clearly, and do what you said you would.

I earned my B.S. in Cybersecurity from the University of North Georgia in May 2024. Now I bring my technical background and customer experience to legal technology, helping teams get to the real problem behind the request.

The full story on LinkedIn

  1. 2022–2025

    DISCOUNT TIRE

    Learn the work.
    Earn the responsibility.

    Advanced from tire technician to assistant manager and marketing manager. Generated $918K+ in individual sales over 11 months as an assistant manager and $315K+ over four months as a marketing manager.

    Helped stores reach $550K in monthly sales as an assistant manager and $500K as a marketing manager.

  2. JUNE 2025

    ONIT · SALES DEVELOPMENT

    A new industry.
    The same drive.

    Moved into legal technology sales and finished Q3 2025 at 108% of quota and Q4 at 113%.

  3. JANUARY–JULY 2026

    ONIT · ENTERPRISE ACCOUNTS

    Take on more.

    Expanded into enterprise account coverage, led customer-facing discovery and ContractWorks demos, and built AI-assisted prospecting workflows for the team.

  4. AUGUST–SEPTEMBER 2026

    ONIT · CURRENT CHAPTER

    Strategic accounts.
    Promoted to SDR 3.

    Moved into Strategic and SLED account coverage in August, then advanced to SDR 3 on September 1. My focus includes large organizations, state and local government, and education.

05 / HOW I WORK

Earn the conversation.
Then make it count.

There should be a reason behind the outreach and a clear purpose for the next conversation. Explore my personal sales copilot ↓

FIND A REASON THAT MATTERS

Start with
what changed.

A leadership change. An acquisition. A team expanding into new markets. I look for public signals that could change the work landing on Legal’s desk.

I built AE-specific GPTs and AI-assisted workflows for account research, messaging, and prioritization, then shared them with the SDR team. The goal is better context for every conversation.

FROM MY PLAYBOOK / ILLUSTRATIVE EXAMPLE

THE SIGNAL

A company expands into new markets.

THE POSSIBLE PRESSURE

More entities, contracts, and outside counsel can make it harder to see the full workload and cost.

THE REASON TO TALK

Understand how Legal plans to keep that work organized as the business grows.

A hypothesis to explore, never a pain point to assume.

A KEY TO MY SUCCESS / MY PERSONAL AI WORKFLOW

Onit SDR Copilot

Win the Speed to Lead. Race to Authority.

I built and manage a series of specialized AI bots that work together across my sales process. They help turn business changes, legal triggers, and account research into a focused point of view, relevant outreach, and a hypothesis to validate with the buyer.

Speed to LeadGet relevant context, a POV, and discovery direction quickly without sacrificing personalization.

Race to AuthorityMap likely influencers, champions, and decision-makers, then validate who can drive change through real conversations.

Research & Hypothesis

Analyze account signals and legal triggers to form a researched view of what may be happening, why it matters, and who is likely to care.

POV & Messaging

Turn the research into a tailored POV, call and email scripts, relevant customer stories, and preparation for likely objections.

Authority & Discovery

Prepare for meetings, map potential stakeholders, and develop questions that uncover the buyer’s pain, business impact, and decision process.

Qualification & AE Handoff

Organize SPICeD findings and an SDR-to-AE hypothesis, keeping verified facts, open questions, and assumptions clearly separated.

  1. Trigger
  2. Research
  3. Hypothesis
  4. POV
  5. Race to Authority
  6. Discovery
  7. SPICeD Qualification
  8. AE Handoff

The goal is to remove the work that slows the seller down. I review the outputs and validate hypotheses in discovery, so I can spend more time with the right people and build better-qualified pipeline.

WHERE I FOCUS

Legal operations Matter & spend management Contract lifecycle management

06 / OFF THE CLOCK

Usually building.
Sometimes covered in sawdust.

There’s more to me than the number on a dashboard. Woodworking, the outdoors, and home keep me grounded. My workshop logo brings a little of all three together, with Bo right in the middle.

Luke M. Dispain’s workshop logo: Bo the Great Pyrenees surrounded by pine trees and woodworking tools, with the initials L and D, a cross, and Established 2025
MY WORKSHOP LOGO · EST. 2025
01

At the workbench.

I love woodworking. There’s something satisfying about taking an idea, working through the details, and ending up with something you can hold.

MAKE SOMETHING THAT LASTS
02

Out in the open.

I’m happiest when I can get outside, clear my head, and come back with a little more perspective. Georgia gives me plenty of reasons to do that.

ROOM TO RESET
03

With my people.

Home is Diana and our Great Pyrenees, Bo. The people and the very large dog behind the work.

THE GOOD STUFF

07 / LET’S TALK

Good work starts
with a conversation.

Legal technology, sales, or something worth building.
I’m always up for a useful conversation.

Send me an email Connect on LinkedIn lukedispain@gmail.com