Sales Development Manager, Ivo
$150-175k
+ Equity
More information about location
5 days a week in office
Contract intelligence for the enterprise
Be an early applicant
Contract intelligence for the enterprise
101-200 employees
Be an early applicant
$150-175k
+ Equity
More information about location
5 days a week in office
101-200 employees
Company mission
To re-imagine contracting by streamlining the review process and unlocking the intelligence hidden in an organization’s entire library of agreements.
Role
Who you are
- 2–4+ years of B2B SaaS sales experience, with 1+ years in SDR management or team lead roles
- Proven track record of building and leading teams that consistently meet and exceed pipeline goals
- Experience building or executing an outbound program with multichannel approaches tracked by input/output metrics
- Proficiency in core SDR tech stack: Salesforce or HubSpot, Outreach or Salesloft, LinkedIn Sales Navigator, ZoomInfo or similar
- Strong grasp of pipeline math: reverse funnel thinking, volume vs. conversion diagnosis, and activity-to-outcome modeling
- Experience hiring, onboarding, and ramping SDRs — including structuring ramp quotas and daily coaching cadences
- Operationally strong and data-driven — comfortable building process from scratch in a fast-moving environment
- Excellent communicator and coach — you know how to motivate people and turn good SDRs into great ones
- Cross-functional empathy — able to deliver high-level and tactical feedback across GTM partners
- Passion for legal tech or productivity software is a plus
What the job involves
- Sales Development is the engine behind two critical functions at Ivo: pipeline creation and talent development
- We execute with urgency, partnering with Marketing and Sales to drive demand and create new business opportunities, while simultaneously developing our people into the next generation of Ivo's GTM leaders
- As Manager, Sales Development, you'll own the outbound motion for your team: coaching reps, managing pipeline, and building the processes and playbooks that will define what world-class prospecting looks like in the legaltech category
- As one of the early GTM leaders at Ivo, your fingerprints will be on the entire SDR function
- This is a player-coach role in the best sense
- You'll be close enough to the reps to model great behavior, and senior enough to zoom out, shape strategy, and influence how we scale
- Hire, train, and lead a high-performing SDR team to meet and exceed qualified pipeline targets
- Develop and optimize outbound sequences, messaging, and tooling in collaboration with Marketing and Sales
- Oversee inbound lead management — ensuring timely response, clear qualification standards, and tight campaign follow-up
- Build and maintain metrics and dashboards to track SDR performance, activity levels, and conversion rates
- Run High-Velocity 1:1s focused on pipeline math, skill development, and blocker removal — acting as Head of Enablement for each rep
- Collaborate with AEs to ensure seamless, high-quality opportunity handoffs
- Coach SDRs on call execution, email personalization, objection handling, and prospecting best practices
- Experiment with emerging channels — video, social selling, AI tools — to improve engagement rates and booking velocity
- Represent Ivo at events and field marketing activities; convert conversations into qualified pipeline
- Track and grow the events pipeline — ensuring all leads from webinars, sponsorships, and field events are captured, qualified, and followed up on
- Build a culture of accountability and motivation — celebrating wins, diagnosing losses, and closing skill gaps fast
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
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
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