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Salary: USD 205,000 - 230,000 / annual
Ironclad is the leading AI contracting platform transforming agreements into assets. The company unifies the entire contract lifecycle on one intelligent platform, serving organizations like Rivian, the World Health Organization, and the Associated Press. Ironclad is recognized as a Leader in the Forrester Wave and Gartner Magic Quadrant for Contract Lifecycle Management, a Fortune Great Place to Work, and one of Fast Company's Most Innovative Workplaces.
The Director, Adoption Strategy will lead the evolution and scale of Ironclad's Adoption Strategy function across the customer lifecycle. This cross-functional leadership role connects pre-sales and post-sales professional services into a cohesive customer journey, ensuring that services strategy, proof-of-value execution, implementation design, and long-term adoption planning are coordinated around clear customer outcomes and lasting value.
As functional leader and second-line manager, you will set the team's direction, operating model, quality bar, and performance standards while leading through managers and senior practitioners. You'll provide executive oversight for complex customer engagements and serve as a trusted partner to the VP of Customer Value and leaders across Sales, Solution Engineering, Customer Success, Professional Services, and Product.
Key responsibilities include: leading and developing the Adoption Strategy team with clear expectations and career paths; operationalizing and scaling the Adoption Strategy operating model; overseeing pre-sales services strategy including services selling, solution shaping, scoping, and SOW development; establishing standards for proof-of-value motions; providing oversight for implementation strategy and execution post-deal; creating clear operating mechanisms across the customer lifecycle including adoption stage definitions, handoff protocols, and governance forums; serving as senior escalation leader for complex engagements; defining the function's performance framework; partnering with peer functional leaders to evolve the broader Customer Value operating model; and continuously improving methodologies, tooling, and use of AI to reduce manual coordination and accelerate customer time-to-value.
REQUIREMENTS:
- 8+ years of experience in professional services, implementation, customer success, solution consulting, or related customer-facing functions within an enterprise software company
- Demonstrated experience across both pre-sales and post-sales professional services; leadership experience on both sides ideal, or deep individual contributor/practitioner experience across both sides
- Experience leading a functional team through managers, team leads, and/or senior individual contributors, with a track record of developing talent and raising the quality bar
- Experience operationalizing, scaling, or significantly redesigning an existing services, implementation, adoption, or customer value motion (not building from zero)
- Strong commercial judgment, including experience with services selling, solution shaping, scoping, SOW development, and balancing customer outcomes with business economics
- Demonstrated ability to connect proof-of-value, implementation, and adoption into a cohesive customer journey with clear ownership and measurable outcomes
- Strong conviction that customer adoption and value realization are the right measures of post-sales success, with examples of orienting teams around those outcomes
- Operationally rigorous and comfortable creating structure while maintaining strong day-to-day execution across a complex customer portfolio
- Executive presence and communication skills, with ability to influence Sales, Product, Professional Services, Customer Success, and senior customer stakeholders
- Experience in SaaS, enterprise technology, CLM, legal technology, or an adjacent complex solution environment
- Sufficient AI fluency to make sound methodology and delivery decisions as Ironclad's products and commercial models evolve
