Director of Account Management, Icertis
Public Sector
$255-375k
OTE
50% base/50% variable; + annual sales target incentive bonus and equity component
AI-powered contract management & intelligence platform
Be an early applicant
AI-powered contract management & intelligence platform
1001+ employees
Be an early applicant
$255-375k
OTE
50% base/50% variable; + annual sales target incentive bonus and equity component
1001+ employees
Company mission
To empower companies to realize the full intent and higher purpose of every contract, so they can build trust, strengthen bonds, and create a better world.
Role
Who you are
- 7+ years of enterprise software sales or account management experience, with a minimum of 5 years in SaaS environments
- Industry experience: experience expanding accounts in the Public Sector
- Domain expertise in CLM, ERP, CRM, or BSM is preferred
- Proven success in value-based selling, upselling, and cross-selling that lead to incremental revenue growth. Experience in selling Icertis opportunities effectively and winning in competitive situations is highly desirable
- Ability to effectively manage complex sales cycles and uncover new sales opportunities within existing accounts
- Experience managing large, Fortune 500 client engagements, driving long-term growth and ensuring strategic alignment
- Strong track record of developing executive-level relationships and directing impactful, strategic initiatives
- Proficiency in managing enterprise accounts, with experience in pipeline generation, revenue forecasting, and meeting growth targets
- Exceptional communication, negotiation, and strategic thinking skills, with a focus on delivering measurable results
- Demonstrated ability to increase revenue through strategic account management, using upselling and cross-selling techniques to drive business growth
- Expertise in selling Icertis solutions effectively, leveraging internal resources, and winning in competitive situations
- Developed and maintained strong relationships with key stakeholders at all levels, leading to increased customer loyalty and long-term partnerships
- Successfully collaborated with cross-functional teams to address customer opportunities and improve the overall customer experience
- Proven track record of creating customer advocates who promote Icertis solutions within their industries and networks
What the job involves
- As a Director of Account Management- Public Sector at Icertis, you will drive expansion and growth within existing public sector/government accounts by deeply understanding customer needs and demonstrating how Icertis’s Contract Intelligence solutions can deliver measurable success
- Your primary focus will be increasing adoption, maximizing usage, and driving product expansion through strong relationship-building and strategic value-selling techniques. You will need to sell Icertis opportunities effectively, leverage internal teams, and navigate competitive opportunities to achieve consistent growth
- Drive Revenue Growth: Identify and execute upselling and cross-selling opportunities within existing accounts, emphasizing the strategic value of Icertis’s solutions to expand product usage and increase ARR. Confidently sell the value of Icertis and leverage all available resources to win in competitive opportunities
- Build Strategic Partnerships: Develop, nurture and maintain strong, trust-based relationships with key stakeholders, from individual contributors to C-level executives, to ensure long-term customer retention and growth. Gain access to key decision-makers both on your own and by leveraging the Icertis team
- Ensure Customer Success: Collaborate with internal teams (Customer Success, Professional Services, Engineering, and Marketing) to ensure successful customer outcomes, meet KPIs, and drive adoption and expansion. Be strong in utilizing the full breadth of Icertis resources to deliver value to clients
- Leverage Customer Insights: Work closely with customers to understand their evolving business needs and collaborate with product management to identify new solution opportunities that deliver value. Effectively sell Icertis solutions tailored to these insights
- Lead Strategic Initiatives: Drive strategic discussions with customers, aligning Icertis’s offerings with their long-term business goals and positioning our solutions as integral to their success
Our take
As part of its pitch, Icertis cites World Commerce & Contracting research which shows that optimized contract development and management can save companies an average of 9% of their annual revenue. It may seem that the company is targeting small margins, but with customers including Google, Microsoft, and Johnson & Johnson, the real numbers are huge.
The 2009-founded company offers a comprehensive range of products to manage every stage of a contract lifecycle from setup to approval and reporting, but its main value differentiator might be its AI applications, which can analyze previous negotiations at scale and visualize deep data insights on performance.
The company has seen a steady stream of investment since its founding and is using its 2022 VC from German multinational SAP to deepen the integration between the two companies' software tools. Alongside a range of other lucrative partnerships, Icertis has gained further attention due to its winning the 2023 Artificial Intelligence Excellence Award, led by Business Intelligence Group.
Steph
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 8 rounds)
Mar 2025
$50m
LATE VC
Oct 2022
$75m
CONVERTIBLE
Total funding: $416m
Company HQ
Bridle Trails, Kirkland, WA
Leadership
Samir Bodas
(Co-Founder & CEO)Before co-founding Icertis they held multiple leadership roles at Microsoft, and was CEO of two IT services firms, Disha Technology and Aztecsoft, overseeing rapid growth followed by successful exits.
Monish Darda
(Co-Founder & CTO)Co-inventor of two patents in cloud resource management and provisioning. Led a string of successful ventures prior to co-founding Icertis, including the launch of BladeLogic’s India R&D (acquired by BMC Software).
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