Manager, Sales Development

Job description

# **Why Join Ivo?** Every civilization runs on the same infrastructure: agreements between people who don't fully trust each other. Sumerians pressed them into clay. Romans carved them into stone. We bury them in 80-page PDFs. The way those agreements are reviewed hasn't changed in four thousand years - a human reads the whole thing and tries not to miss anything. We're building the AI that finally changes that. Ivo is the contract intelligence platform of choice for companies like Uber, Meta, Canva, and IBM, and Intel. We recently raised our Series B and have grown 800% over the last 12 months. ## **The Opportunity** Sales Development is the engine behind two critical functions at Ivo: pipeline creation and talent development. We execute with urgency, partnering with Marketing and Sales to drive demand and create new business opportunities, while simultaneously developing our people into the next generation of Ivo's GTM leaders. As Manager, Sales Development, you'll own the outbound motion for your team: coaching reps, managing pipeline, and building the processes and playbooks that will define what world-class prospecting looks like in the legaltech category. As one of the early GTM leaders at Ivo, your fingerprints will be on the entire SDR function. This is a player-coach role in the best sense. You'll be close enough to the reps to model great behavior, and senior enough to zoom out, shape strategy, and influence how we scale. ## **What You'll Do** - Hire, train, and lead a high-performing SDR team to meet and exceed qualified pipeline targets. - Develop and optimize outbound sequences, messaging, and tooling in collaboration with Marketing and Sales. - Oversee inbound lead management — ensuring timely response, clear qualification standards, and tight campaign follow-up. - Build and maintain metrics and dashboards to track SDR performance, activity levels, and conversion rates. - Run High-Velocity 1:1s focused on pipeline math, skill development, and blocker removal — acting as Head of Enablement for each rep. - Collaborate with AEs to ensure seamless, high-quality opportunity handoffs. - Coach SDRs on call execution, email personalization, objection handling, and prospecting best practices. - Experiment with emerging channels — video, social selling, AI tools — to improve engagement rates and booking velocity. - Represent Ivo at events and field marketing activities; convert conversations into qualified pipeline. - Track and grow the events pipeline — ensuring all leads from webinars, sponsorships, and field events are captured, qualified, and followed up on. - Build a culture of accountability and motivation — celebrating wins, diagnosing losses, and closing skill gaps fast. ## **What We're Looking For** - 2–4+ years of B2B SaaS sales experience, with 1+ years in SDR management or team lead roles. - Proven track record of building and leading teams that consistently meet and exceed pipeline goals. - Experience building or executing an outbound program with multichannel approaches tracked by input/output metrics. - Proficiency in core SDR tech stack: Salesforce or HubSpot, Outreach or Salesloft, LinkedIn Sales Navigator, ZoomInfo or similar. - Strong grasp of pipeline math: reverse funnel thinking, volume vs. conversion diagnosis, and activity-to-outcome modeling. - Experience hiring, onboarding, and ramping SDRs — including structuring ramp quotas and daily coaching cadences. - Operationally strong and data-driven — comfortable building process from scratch in a fast-moving environment. - Excellent communicator and coach — you know how to motivate people and turn good SDRs into great ones. - Cross-functional empathy — able to deliver high-level and tactical feedback across GTM partners. - Passion for legal tech or productivity software is a plus. ## **Ivo might be a good fit for you if you:** - Would describe yourself as being [relentlessly resourceful.](http://www.paulgraham.com/relres.html) - You have a strong internal sense of urgency. You have a bias towards doing things *today*, rather than tomorrow. - Experience working in a startup environment is preferred but not required. - Are excited about the adventure of building a company! ## **What We Offer** - **Competitive Compensation:** Final offer details are determined based on experience, expertise, and overall fit. - **Equity:** Meaningful ownership in a company that's scaling fast - **Relocation and Visa Support:** We also offer relocation assistance for successful applicants moving to SF, as well as support for visa and green card applications where applicable. - **Health & Wellness:** Comprehensive medical, dental, and vision plans to suit the needs of you and your family. - **Flexible Spending & Insurance:** Access to HSA and FSA accounts, plus life insurance coverage. - **401(k) Program:** Save for the future with our 401(k) program. - **Commuter Benefits:** We help make getting to and from the office easier and more convenient. - **Unlimited PTO:** So you can take the time you need to recharge, stay healthy, and bring your best self to work. - **Office Perks:** Enjoy a vibrant Downtown San Francisco office with catered lunch five days a week, premium snacks and coffee, an in-building gym, and a dog-friendly environment. **FAQ** - *What stage of growth is Ivo at?:* We launched in early access in 2023. Since then, we’ve had an incredible response from the market and are growing rapidly. We 6x'd in ARR in the last 12 months. Our clients include companies like Uber, Reddit, IBM, Canva, Pinterest, DoorDash, and more. We're happy to share more details with candidates who go through our interview process. - *Is this a chill gig?:* Startups are very hard, especially if they’re growing fast. You’ll have a ton of responsibility, and there’s always an enormous amount of stuff to do. It’s hard work but the payoff is uncapped. *Ivo is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.*