Chief of Staff to the CRO, Icertis
$180-300k
+ Annual performance bonus and an equity component (including 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
$180-300k
+ Annual performance bonus and an equity component (including 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
- 10+ years in enterprise Sales/Revenue Operations, Strategy, or adjacent GTM leadership roles supporting complex, global sales motions
- Proven ability to lead changes through influence across Sales, Marketing, and Business Development; comfortably challenging the status quo to improve outcomes
- Strong sales strategy & planning acumen; adept at turning analysis and insight into action and results
- Executive presence with a record of accomplishment of preparing and delivering materials for ELT, Board, and investor audiences
- Broad business fluency across Sales, Marketing, Customer & Partner operations
- Prior experience supporting a CRO or global revenue leader at scale in SaaS/enterprise software preferred
- MBA/Top tier consulting or equivalent experience preferred
- Self manages to outcomes, operates with speed and rigor, and thrives in dynamic, high visibility work
- Strategic, highly collaborative, and capable of orchestrating multiple workstreams and priorities
- Detail oriented with the ability to zoom between big picture strategy and hands-on execution
- Flexible and resilient; adjusts to shifting priorities while maintaining excellence
What the job involves
- The Chief of Staff (CoS) is a strategic partner and trusted advisor to the Chief Revenue Officer (CRO), driving operational excellence, cross functional alignment, and execution across Sales, Customer Advocacy/Account Management, and Partner organizations
- The role owns the rhythm of the business, operational scorecards, and priority initiatives that accelerate growth and improve how we plan, decide, and deliver
- You'll own the CRO rhythm of business (ROB)—plan agendas, orchestrate recurring leadership forums, and ensure timely, high-quality materials and decisions
- Manage meeting agendas and action items for CRO staff meetings, QBRs, forecast calls, and cross functional reviews; drive follow-ups to resolution and publish outcomes
- Manage key enterprise-level events and materials, including the annual Sales Kickoff (SKO), quarterly Board of Directors documents, monthly forecast call follow-ups, quarterly CRO Leadership QBRs, and CRO keynote preparation
- Lead the annual planning process for the CRO org; align objectives, headcount, budget, and investments across regions and routes to market
- Build and maintain scorecards and operating metrics that track pipeline health, forecast accuracy, productivity, and post sales outcomes, partner closely with Regional VPs
- Define and scale meaningful KPIs—including territory design, spans & layers, coverage, and capacity models—to guide resourcing and organizational design
- Partner with Finance on quarterly budget reviews and headcount plans, ensuring tradeoffs are data driven and timely
- Serve as the operational lift and leverage for the CRO on the company’s most critical priorities; act as proxy/POC for the field, the Office of the CEO, and functional partners
- Drive and facilitate marquee sales initiatives (e.g., Diamond Accounts program, Government, and Generative AI board initiatives) to ensure clarity of goals, milestones, and resourcing
- Lead cross functional initiatives across Sales, Marketing, Customer Success/Advocacy, and Partner ecosystems; remove roadblocks and institutionalize best practices
- Partner with the People team on sales hiring plan execution and enablement priorities that improve ramp and productivity
- Prepare executive level communications and narratives for the CRO (ELT, Board, investors) with crisp insights, decisions required, and risks/options
- Game plan and facilitate biweekly Global Sales Meetings, ensuring the field receives clear, timely direction and follow-ups are closed
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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