Director of New Sales, Icertis

$240-360k

OTE

$120-180k

BASE

OTE 50/50 split. In addition to the base salary and annual sales target incentive bonus, an equity component is included in the compensation package

Salesforce

Senior and Expert level

Remote from US

AI-powered contract management & intelligence platform

Job no longer available

AI-powered contract management & intelligence platform

1001+ employees

B2BArtificial IntelligenceHRComplianceLegalSaaS

Job no longer available

$240-360k

OTE

$120-180k

BASE

OTE 50/50 split. In addition to the base salary and annual sales target incentive bonus, an equity component is included in the compensation package

Salesforce

Senior and Expert level

Remote from US

1001+ employees

B2BArtificial IntelligenceHRComplianceLegalSaaS

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.

Job

Company

Role

Who you are

This role is ideal for an energetic, results-oriented professional who thrives in fast-paced environments and enjoys creating value-driven solutions for customers
7+ years of enterprise software sales experience with a strong track record of meeting or exceeding goals
Experience with SaaS sales, ideally within CLM, ERP, or BSM domains
A history of closing large enterprise software sales and consistently exceeding $1m ARR quotas
Excellent communication skills, both written and verbal, with the ability to present to senior audiences
Proficiency in managing sales pipelines, accurately forecasting outcomes, and using CRM tools like Salesforce
Proven experience leading cross-functional teams to create tailored, value-driven customer solutions
Strong negotiation skills, with the ability to balance business objectives while maintaining long-term relationships
Bachelor’s degree in business or equivalent experience
A strategic thinker who can reframe customer challenges and deliver solutions that align with Icertis’s value proposition
A results-driven leader who thrives in competitive environments and is passionate about building lasting relationships and closing deals
A customer-first mindset with a deep understanding of client needs, driving impactful solutions
Strong territory management skills, focusing on maximizing market opportunities and delivering consistent performance

What the job involves

At Icertis, we're powering contract intelligence, and we're looking for a dynamic Sales Director, New Sales to lead the charge in driving high-value opportunities
You’ll leverage your consultative sales skills and strategic insights to engage senior business leaders and close impactful deals
Create & Close Opportunities: Identify and develop Icertis-based opportunities by aligning our solutions with customer challenges and business goals
Own the Sales Cycle: Manage the full sales process from start to close, strategically positioning Icertis as the preferred value-driven solution provider
Consultative Selling: Engage with senior leaders to understand their needs and present tailored solutions that deliver real business outcomes
Executive Engagement: Build strong relationships with C-level executives to align with key decision-makers and accelerate deal closures
Collaborate Across Teams: Partner with marketing, technical advisors, and other internal teams to develop and execute strategies for prospective clients
Territory Strategy: Develop and implement a territory plan to drive consistent results and maximize market potential using both self-generated leads and internal resources
Articulate Value: Deliver compelling narratives that demonstrate the strategic value of Icertis’s platform, leading with insights that address business challenges
Strategic Foresight: Understand current business needs while anticipating future challenges, positioning Icertis for long-term client success
Active Listening & Responsiveness: Listen closely to customers, provide tailored solutions, and ensure strong follow-up to build trust and influence
Challenge & Reframe: Confidently challenge customer perspectives to position Icertis’s solutions as the best fit for their needs
Bring Energy & Drive: Approach each opportunity with passion, an entrepreneurial spirit, and a commitment to exceed sales targets
Pipeline Management: Maintain accurate sales records in Salesforce, ensuring accountability and transparency in deal management

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

Top investors

Glassdoor (3.5)

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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