Senior Director of Account Management, Icertis
Microsoft
$300-375k
OTE
OTE listed as 50/50 split + RSUs
More information about location
AI-powered contract management & intelligence platform
Job no longer available
AI-powered contract management & intelligence platform
1001+ employees
Job no longer available
$300-375k
OTE
OTE listed as 50/50 split + RSUs
More information about location
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
- The ideal candidate will possess a robust strategic mindset and a hunter mentality, coupled with exceptional sales acumen, relationship-building and problem-solving skills, solid technical expertise, a consultative sales approach, and attention to detail in execution
- Experience in selling and implementing enterprise software in a SaaS environment is essential
- Experience: 10+ years in enterprise software sales, account management, or business development with a proven track record in SaaS
- Sales Excellence: Strong strategic selling skills, disciplined execution, and ability to manage complex sales cycles
- Microsoft Expertise: Deep understanding of Microsoft’s ecosystem, including Azure, AI, and enterprise applications. Prior experience selling to Microsoft is highly preferred
- SaaS & CLM Knowledge: Familiarity with Contract Lifecycle Management (CLM) and SaaS delivery models
- Executive Presence: Proven ability to engage and influence C-level stakeholders
- Cross-Functional Leadership: Experience managing large-scale enterprise engagements across multiple functions
- Technical Acumen: Ability to partner with technical teams to co-create solutions that drive customer value
- Education: Bachelor’s degree in business, engineering, or related field, or equivalent relevant experience; MBA preferred
What the job involves
- We are seeking a dynamic and visionary Sr Director of Account Management to lead the Microsoft account at Icertis
- Reporting to the Vice President, Microsoft Global Alliance, you will drive Icertis global sales to Microsoft and spearhead our consultative sales approach
- This role is also pivotal in providing strategic oversight for all Icertis engagements with Microsoft as a customer, including Customer Success, Professional Services, Marketing, and other key functions
- As the Sr Director, you will be instrumental in identifying new expansion opportunities and driving continuous business development across Microsoft’s global organization, including its wholly owned subsidiaries
- Accelerate Growth: Lead upsell and cross-sell initiatives to drive significant revenue across Microsoft and its subsidiaries
- Strengthen Relationships: Build and expand strategic connections across Microsoft’s global organization
- Champion Customer Success: Ensure Microsoft’s satisfaction and advocacy by aligning internal teams to deliver exceptional outcomes
- Strategic Leadership: Provide oversight across delivery functions - Customer Success, Services, Support, Engineering, and Marketing - to meet Microsoft’s evolving needs
- Drive Innovation: Collaborate with Microsoft and Icertis product teams to shape roadmap alignment and unlock new sales opportunities
- Solution-Oriented Engagement: Understand Microsoft’s pain points and deliver tailored, consultative solutions
- Executive Advocacy: Represent Microsoft’s voice within Icertis, ensuring their priorities are championed internally
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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