Mid-Market Account Manager

Job description

# **Why Join Ivo?** Contracts are the oldest business technology in human history. They allow us to collaborate: they define what we promise each other, how we work together, and what happens when things go wrong. Ivo builds AI products that helps companies like Meta, Uber, IBM, Intel, DoorDash, Mitsubishi Electric, and Coinbase solve their most difficult contracting problems. We think that large language models have created an opportunity to fundamentally change how businesses collaborate with each other. At Ivo you will work on challenging problems with colleagues who have high standards for each other, move fast, and care deeply about their craft. # **The Opportunity** We've already landed in some of the most influential organizations on the planet from nimble startups to Fortune 100 giants. Over 400+ customers trust us to power their contract workflows, and our AI Contract Repository and Intelligence products are becoming mission-critical for legal and procurement teams at scale. As we scale, we need commercially sharp Account Managers who can run a high-velocity book of business, protecting and growing revenue without losing quality or pace. As a Mid-Market Account Manager, you'll be responsible for renewals, upsells, and expansion. You'll move fast, know where to spend your time based on health signals, renewal timing, and upsell potential, and run repeatable commercial motions that compound over time. This is a quota-carrying role with direct impact on Ivo's revenue from day one. # **What You'll Do** ## **Own Your Book** - Manage a portfolio of 75-100 mid-market accounts and own retention and revenue growth while consistently meeting or exceeding expansion targets. - Develop strong stakeholder management strategies by identifying, mapping and cultivating relationships across multiple functions and levels within customer accounts to mitigate risk, increase stickiness, and uncover growth opportunities. - Run tight, proactive renewal cycles - starting conversations early, identifying risk before it becomes churn, and closing on time. - Prioritize your book based on health signals, renewal timing, and upsell potential — and drive the right conversations. ## **Grow Revenue** - Identify and close upsell and expansion opportunities across your accounts including new products and expanded use cases. - Maintain accurate forecasts and pipeline hygiene in CRM in partnership with your manager, leadership and RevOps. ## **Partner Cross-Functionally** - Work closely with Customer Success Managers, Solutions Engineers, Legal Engineers and Implementation leads to ensure seamless coordination between value delivery and commercial strategy. - Facilitate case studies, reference programs, and marketing initiatives helping Ivo win new business. # **What We're Looking For** - **3+ years** of account management or sales experience in B2B SaaS, with a consistent track record in quota-carrying roles. - **Proven track record** of managing and growing large book of accounts simultaneously and know how to triage, prioritize, and run repeatable motions at pace. - **Account planning and multi-threading** — you can assess your book, identify whitespace, map key contacts across teams, and orchestrate deals with multiple stakeholders. - **Strong commercial acumen** comfortable navigating large contracts, pricing conversations and procurement processes. - **Collaborative operator** you know how to align internal teams (CS, Product, Legal, Finance) around customer needs and high-stakes renewals. ## **Bonus Points** - Experience in legal tech, contract management, or vertical SaaS - Familiarity with AI/ML products and the ability to translate technical capabilities into business value. - Experience with complex deals involving legal, finance, and IT buying centers. ## **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 recently raised our Series B after growing 6x in 12 months. - *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.*