Strategic Account Executive, Ironclad
West, Manufacturing
$320-340k
OTE
The OTE range represents the minimum and maximum of the OTE range for this position based at our San Francisco headquarters and may vary for other locations. + Equity and commission
More information about location
Enterprise software for managing contracts
Open for applications
Enterprise software for managing contracts
501-1000 employees
Open for applications
$320-340k
OTE
The OTE range represents the minimum and maximum of the OTE range for this position based at our San Francisco headquarters and may vary for other locations. + Equity and commission
More information about location
501-1000 employees
Company mission
To power the world’s contracts.
Role
Who you are
- Experience selling SaaS in complex enterprise environments, including $1M ARR deals and/or sales into Fortune 2000 organizations
- Strong track record of creating and closing new business, with comfort generating your own pipeline and hunting into whitespace accounts
- Proven ability to run a hybrid enterprise sales motion, balancing virtual and on-site field cycles
- Experience selling into manufacturing, industrial, automotive, aerospace, or adjacent sectors is strongly preferred
- Help manufacturers transform contracts from operational bottlenecks into strategic assets that accelerate supply chain velocity and revenue
- Ability to engage multiple buying centers and tailor value to different stakeholders, from functional leaders to the C-suite
- Curiosity and genuine interest in Ironclad’s product, mission, and market
- Strong business acumen, attention to detail, and the ability to connect day-to-day customer pain to broader transformation goals
- Excellent communication skills and consistent follow-through with customers and internal partners
- Highly collaborative working style and willingness to contribute beyond your own deals
- Coachable, adaptable, and comfortable giving and receiving feedback
- CLM and/or CPQ experience preferred
- Comfortable traveling to customers; travel of 25%+ expected
- If you thrive in strategic sales, enjoy building in a focused vertical, and want to help companies transform how critical agreements move through the business, this is the seat
What the job involves
- The Manufacturing Account Executive is a quota-carrying role focused on winning new business and driving strategic expansion within manufacturing accounts
- This role sits within Ironclad’s enterprise go-to-market motion, where Manufacturing is a defined coverage area with named territories and dedicated pipeline ownership
- You will be responsible for running full-cycle, complex SaaS deals from first conversation through signature and beyond
- You’ll partner with legal, procurement, sales, finance, IT, operations, and executive stakeholders to help manufacturers modernize how contracts move through the business
- Manufacturing organizations often operate across multiple business units, geographies, and supplier ecosystems, with high volumes of commercial agreements, procurement contracts, sell-side terms, and compliance-heavy workflows
- In this role, you’ll help customers connect contracting transformations to measurable business outcomes such as faster cycle times, reduced risk, better cross-functional visibility, and stronger operational efficiency
- You’ll orchestrate multi-stakeholder evaluations, partner closely with Solutions Engineering, Customer Outcomes, partners, and sales leadership, and build compelling business cases that position Ironclad as a strategic platform decision
- This is a high-impact, high-visibility role for a seller who knows how to navigate complex organizations, create executive alignment, and land transformational deals in a defined industry vertical
- Own a manufacturing-focused territory and drive net-new customer acquisition and expansion across strategic accounts
- Run full-cycle sales motions from outbound prospecting and discovery through evaluation, negotiation, close, and handoff
- Build and manage pipeline proactively, including developing your own opportunities through thoughtful outbound and account planning
- Navigate complex manufacturing organizations with multiple stakeholders across Legal, Procurement, Sales, Finance, IT, Operations, and executive leadership
- Lead highly orchestrated deal cycles with strong internal partnership across Solutions Engineering, Customer Outcomes, Marketing, Partnerships, and leadership
- Develop industry-relevant points of view and business cases that tie Ironclad to customer priorities such as process efficiency, risk reduction, compliance, supplier collaboration, and revenue acceleration
- Drive multi-threaded evaluations and help prospects build confidence in Ironclad as a scalable platform for enterprise contracting
- Maintain strong deal discipline, forecast accuracy, and follow-through throughout the sales process
- Represent customer and market feedback back into the business to help sharpen messaging, product strategy, and go-to-market execution
- Why This Role?
- This is an opportunity to help define and scale Ironclad’s presence in manufacturing, partnering with some of the most operationally complex organizations in the market
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 $3.68 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 $13 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
Chinatown, San Francisco, CA
Leadership
Cai GoGwilt
(Co-Founder & Board Member)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 & Board Member)Former Corporate Lawyer at Fenwick and Professor of Law at the University of Notre Dame before founding Ironclad in 2014.
Share this job
View 32 more jobs at Ironclad