Customer Account Executive, Ironclad
Enterprise
$140-165k
OTE
+ Offers Equity + Offers Commission
Enterprise software for managing contracts
Open for applications
Enterprise software for managing contracts
501-1000 employees
Open for applications
$140-165k
OTE
+ Offers Equity + Offers Commission
501-1000 employees
Company mission
To power the world’s contracts.
Role
Who you are
- At least 1 year of experience in a Sales role, preferably in B2B SaaS or a related high-growth environment
- Proven track record owning and executing complex renewal motions end-to-end
- Demonstrated ability to identify, build, and close upsell and cross-sell opportunities within an installed base
- Strong commercial acumen, including pricing strategy, negotiation, and deal management
- Data-driven mindset with the ability to analyze customer and product data and translate insights into actionable plans
- High level of organization with strong pipeline management, forecast accuracy, and attention to detail
- Experience working cross-functionally with Sales, Customer Success, Product, and Support teams to drive outcomes
- Ability to manage multiple accounts and priorities in a fast-paced, high-growth environment
- Excellent written and verbal communication skills, including comfort navigating multiple stakeholders and executive audiences
- Trusted advisor mindset, balancing customer advocacy with commercial outcomes, and a proactive, ownership-driven approach focused on execution and results
What the job involves
- The Enterprise Customer Account Executive is responsible for driving retention and growth across a portfolio of strategic, upmarket customers
- This role leads the end-to-end renewal motion and plays a central role in identifying, shaping, and advancing expansion opportunities within the installed base in close coordination with the aligned Account Executive
- Working in close partnership with Enterprise Account Executives—who maintain overall ownership of the strategic customer relationship—the CAE focuses on maximizing customer value through disciplined renewal execution and by influencing expansion outcomes
- While not directly owning new opportunity cycles, this role is accountable for driving retention and contributing materially to expansion success
- In collaboration with cross-functional teams, the CAE ensures strong commercial rigor, accurate forecasting, and consistent customer outcomes
- This role requires a balance of strategic thinking, data-driven decision making, and hands-on execution
- Drive expansion within the installed base by uncovering new use cases, additional business units, and incremental seat and product growth
- Own and execute a consistent, strategic sales process across the customer lifecycle, including discovery, value articulation, objection handling, commercial structuring, and close
- Maximize customer value realization by deeply understanding objectives, success metrics, and adoption patterns, and aligning Ironclad’s capabilities to those outcomes
- Maintain strong commercial rigor through disciplined pricing, packaging, and deal structuring in partnership with Revenue Operations, Legal, and Finance
- Own renewal and expansion forecasting for your portfolio, maintaining accurate pipeline hygiene in sales tools and reporting progress to targets
- Collaborate cross-functionally with Customer Success, Implementation, Support, Product, and Marketing to ensure seamless execution and long-term partnership success
- Monitor account health and risk signals using data and qualitative feedback, prioritizing actions that mitigate churn, protect GRR, and support durable NRR growth
- Serve as a trusted advisor by bringing best practices, product capabilities, and roadmap insights to influence strategic customer decisions and expansion outcomes
- Document and share customer insights and trends with internal stakeholders to inform product direction, packaging, and go-to-market strategy
- Continuously sharpen sales craft and product expertise by staying current on Ironclad’s offerings, competitive landscape, and the evolving needs of enterprise legal and business teams
Our take
Business contracting is often inefficient and messy, with approvals required from various stakeholders and many processes still paper-based. Ironclad is a platform that digitises, automates, and streamlines contract workflows, allowing legal teams to focus on legal work rather than paperwork. Its platform features collaborative tools that facilitate business operations and extract and catalogue contract metadata, making information easier to access and act upon. Its enterprise customers include Dropbox, Mastercard, Pixar, Fox, and L’Oréal.
Despite its success, Ironclad faces competition in the $3 billion contract lifecycle management industry from major players like DocuSign and emerging ones like Contractbook. The company recently announced Ironclad Signature, marking its entry into the $25 billion eSignature market. The new feature speeds up the signature process by an estimated 80% and provides summaries and approval histories to users. This new tool is expected to strengthen Ironclad's position in the sell-side contract lifecycle management market.
Additionally, Ironclad introduced value-based pricing, charging only for completed, signed agreements, unlike other providers who charge for every signature packet sent out. Ironclad, backed by investors like Accel, Sequoia, Y Combinator, and BOND, remains committed to innovating and maintaining its leadership in the contract lifecycle management space.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
-3% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Jan 2022
$150m
SERIES E
Dec 2020
$100m
SERIES D
Total funding: $334.3m
Company benefits
- Dental, and vision insurance
- 401K
- Wellness reimbursement
- Flexible vacation policy
- Generous parental leave for both primary and secondary caregivers
- Work from home opportunities
- Health insurance
Company HQ
South Beach, San Francisco, CA
Leadership
Cai GoGwilt
(Co-Founder & Chief Architect)Studied HSPS at Cambridge, and Computer Science at MIT. Was a Summer Technology Analayst at Goldman Sachs. Worked as a Research Assistant at MIT. Was a Software Engineer at Palantir.
Jason Boehmig
(Co-Founder & Executive Chairman)Former Corporate Lawyer at Fenwick and Professor of Law at the University of Notre Dame before founding Ironclad in 2014.
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