Mid-Market Account Manager, Ivo

• 5+ 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

Desirable

• 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
• 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
• 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
• 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