Sales Manager, Ivo
Mid-Market
$285k
More information about location
5 days a week in office
Contract intelligence for the enterprise
Open for applications
Contract intelligence for the enterprise
101-200 employees
Open for applications
$285k
More information about location
5 days a week in office
101-200 employees
Company mission
Ivo's mission is to streamline contract review and surface business intelligence hidden in each organization's agreements
Role
Who you are
- We’re looking for a sales leader who has built credibility the right way: by being an exceptional seller first and then scaling that expertise through others
- This role requires someone who understands the craft of selling, knows how to develop talent, and has experience building the systems and operating rhythms that allow a team to consistently perform
- A proven track record as a top-performing AE before moving into leadership, with multiple years of consistent overperformance (President’s Club, top-tier attainment, or equivalent performance)
- Experience leading a team of 6-8 AEs in an SMB, Commercial, or Mid-Market sales environment, with ownership of team performance across multiple quarters
- Deep Mid-Market selling experience and the ability to coach the fundamentals of the craft, from pipeline creation and discovery through deal strategy, negotiation, and closing
- Experience managing a range of sales motions, from high-velocity opportunities to complex, multi-stakeholder deals with six-figure ACVs and longer sales cycles
- Strong operating experience: building forecast discipline, identifying performance gaps, improving pipeline coverage, and understanding the metrics that drive ARR outcomes
- You are deeply invested in developing people. You believe great sales teams are built through continuous coaching, skill development, and better decision-making—not just increased activity
- You use data and observation to diagnose problems and know which levers to pull, whether improving pipeline generation, deal execution, win rates, or rep performance
- You maintain a player-coach mindset. While this is a leadership role, you believe great sales leaders stay close to the customer, understand the sales process firsthand, and can step in when needed
- You attract and retain exceptional talent because high-performing sellers want to learn from you and work on your team
- You value process and rigor, but understand that great systems enable execution, they do not create unnecessary complexity
- You bring high standards, strong judgment, and emotional intelligence. You know how to push people to improve while building the trust required for them to succeed
What the job involves
- As the Mid-Market Sales Manager, you will own the growth and development of one of Ivo’s most important revenue segments
- This is an opportunity to step into a business with established product-market fit, a proven sales motion, and a team that is already performing and take ownership of building the next phase of growth
- Ivo has built AI-native products in the enterprise contracts category, with strong market validation from leading companies including Uber, Meta, IBM, Reddit, Pinterest, CDW, Canva, DoorDash, and General Motors
- Since raising our Series A, we’ve grown 6x in 2025, expanded 60% in Q1, and signed our first seven-figure enterprise customers
- Our Mid-Market team is already winning: in Q2, our six fully ramped AEs averaged 186% of quota, with 100% quota participation, driving 56% quarter-over-quarter ARR growth and nearly 4
- 5x year-over-year segment growth
- Your opportunity is to take a strong foundation and build what comes next
- You’ll hire and develop exceptional AEs, strengthen our outbound motion, establish the operating cadence required to scale, and raise the standard for how we coach, forecast, and execute
- You’ll have direct ownership over the people, processes, and systems that determine how this segment grows
- You’ll do this within a sales organization where reps genuinely believe in the company and the opportunity, Ivo is ranked in the top 5% on RepVue
- You’ll partner closely with experienced sales leaders who have built and scaled organizations before, with the autonomy to make meaningful decisions and the opportunity to develop both the team and yourself as a leader
- Hire exceptional AEs, establish the operating standards for the team, and partner with Enablement to build a ramp program that shortens time-to-productivity without lowering the performance bar
- We’ve historically operated in a demand-rich environment and consistently outperform competitors in head-to-head evaluations. Our next phase of growth requires building a repeatable outbound motion. You’ll own that transition by partnering with Marketing on campaigns and events, aligning with SDR leadership on account strategy, and creating the operating discipline that consistently produces 4-5x pipeline coverage
- Build a coaching environment where skill development is measured, intentional, and continuous. Leverage platforms like Caliber and Letter AI alongside call reviews, deal inspections, and performance data to systematically improve judgment, pipeline creation, ACVs, win rates, and overall execution
- Build an operating cadence where 1:1s, deal reviews, forecast calls, and career conversations drive better decisions. Establish clear expectations, inspect the right leading indicators, and hold a consistently high bar for execution and accountability
- Understand how pipeline creation, conversion, ACVs, and sales velocity translate into ARR performance. Partner with RevOps and Sales Leadership to build a forecasting model that is trusted because it is grounded in operational reality, not optimism, and know exactly which levers to pull as performance shifts
- Coach with healthy skepticism. Challenge assumptions, pressure-test deal strategy, identify execution risk early, and help AEs develop the commercial judgment to navigate complex opportunities independently
- We believe the best sales leaders develop conviction by selling. You’ll build firsthand knowledge of our customers, product, competitive landscape, and sales motion before scaling the team, using that experience to continuously improve how we hire, coach, and sell
- Step into strategic opportunities as an executive sponsor when your involvement materially improves the outcome. Strengthen deal strategy, expand executive alignment, and increase deal quality without becoming the closer
- Build the operating mechanisms that allow the team to scale. Identify bottlenecks, eliminate friction, strengthen partnerships across Marketing, SDRs, Enablement, and RevOps, and continuously raise the standard for how the Mid-Market organization operates
Our take
An enterprise's contracts can be a key source of information to support better, faster decision-making, but extracting insights from them can be cumbersome due to their structure and complexity. One of Ivo's co-founders experienced this complexity first-hand, which is why the company was created to help streamline these workflows.
Whilst traditional contract workflows can slow down business, and even introduce more risk, Ivo's approach leverages AI to automate contract insights at scale. Its platform can review agreements, benchmark, uncover relationships between contracts, answer complex contract questions, and more.
Through this, Ivo reduces the workload for teams, so they can focus on actually creating value for the business. The platform is utilised by teams at IBM, Uber, Shopify and Canva, and the company has raised substantial funding to support accelerated product development and the building out of its team.
Freddie
Company Specialist at Welcome to the Jungle
Meet the team
Bruno, Lead AI
Company
Funding (last 2 of 5 rounds)
Jan 2026
$55m
SERIES B
Feb 2025
$16m
SERIES A
Total funding: $83.3m
Company benefits
- Health, vision, and dental plans
- Unlimited PTO
- On-site gym (in SF and London)
- Commuter benefits
- FSA and HSA benefits
- 401(k) plan
Company values
- Excellence - We’re to committed to developing our talent and building great things
- Keep it lean - No politics or bureaucracy. You can make an impact on day 1
- Courage - We value people who are excited about solving hard problems and persistently seek solutions
- Impatience - We value speed, intensity, and bias towards action
Company HQ
Financial District, San Francisco, CA
Articles
Leadership
Min-Kyu Jung
(CEO & Co-Founder)Previously a Law Clerk then Solicitor at Bell Gully.
Jacob Duligall
(CTO & Co-Founder)Previously Senior Software Engineer at Xero, and Software Developer at Snapper Services Limited.
Salary benchmarks
We don't have enough data yet to provide salary benchmarks for this role.
Submit your salary to help other candidates with crowdsourced salary estimates.
Share this job
View 39 more jobs at Ivo