Director of New Sales, Icertis
$266-330k
OTE
50/50 split. Plus RSUs + Annual sales target incentive bonus
AI-powered contract management & intelligence platform
Job no longer available
AI-powered contract management & intelligence platform
1001+ employees
Job no longer available
$266-330k
OTE
50/50 split. Plus RSUs + Annual sales target incentive bonus
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
- This position is ideal for an energetic, results-oriented professional who thrives in fast-paced environments and enjoys creating value-driven solutions for customers
- 7+ years of enterprise software sales experience with a strong track record of meeting or exceeding goals
- Experience with SaaS sales, ideally within CLM, ERP, or BSM domains
- A history of closing large enterprise software sales and consistently exceeding $1m ARR quotas
- Excellent communication skills, both written and verbal, with the ability to present to senior audiences
- Proficiency in managing sales pipelines, accurately forecasting outcomes, and using CRM tools like Salesforce
- Proven experience leading cross-functional teams to create tailored, value-driven customer solutions
- Strong negotiation skills, with the ability to balance business objectives while maintaining long-term relationships
- Bachelor’s degree in business or equivalent experience
What the job involves
- At Icertis, we're powering contract intelligence, and we're looking for a dynamic Sales Director, New Sales to lead the charge in driving high-value opportunities
- You’ll leverage your consultative sales skills and strategic insights to engage senior business leaders and close impactful deals
- Create & Close Opportunities: Identify and develop Icertis-based opportunities by aligning our solutions with customer challenges and business goals
- Own the Sales Cycle: Manage the full sales process from start to close, strategically positioning Icertis as the preferred value-driven solutions provider
- Consultative Selling: Engage with senior leaders to understand their needs and present tailored solutions that deliver real business outcomes
- Executive Engagement: Build strong relationships with C-level executives to align with key decision-makers and accelerate deal closures
- Collaborate Across Teams: Partner with marketing, technical advisors, and other internal teams to develop and execute strategies for prospective clients
- Territory Strategy: Develop and implement a territory plan to drive consistent results and maximize market potential using both selfgenerated leads and internal resources
- Articulate Value: Deliver compelling narratives that demonstrate the strategic value of Icertis’s platform, leading with insights that address business challenges
- Strategic Foresight: Understand current business needs while anticipating future challenges, positioning Icertis for long-term client success
- Active Listening & Responsiveness: Listen closely to customers, provide tailored solutions, and ensure strong follow-up to build trust and influence
- Challenge & Reframe: Confidently challenge customer perspectives to position Icertis’s solutions as the best fit for their needs
- Bring Energy & Drive: Approach each opportunity with passion, an entrepreneurial spirit, and a commitment to exceed sales targets
- Pipeline Management: Maintain accurate sales records in Salesforce, ensuring accountability and transparency in deal management
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).
Share this job
View 2 more jobs at Icertis