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Ivo builds AI products that help enterprises solve complex contracting problems. The company works with customers like Meta, Uber, IBM, Intel, DoorDash, and Coinbase, and has grown ARR sixfold in the last 12 months following a Series B raise.
As Enterprise Account Manager, you will drive growth of Ivo's AI solutions within large enterprise clients. You'll own renewals and expansion across major accounts, helping customers realize value and extend adoption across their organizations. You'll build relationships beyond the original buyer, uncover opportunities with new teams, and grow adoption of Ivo's expanding product portfolio.
Key responsibilities include:
- Take full ownership of Ivo's largest customer relationships, managing named accounts from prospecting through contracting across business units.
- Own the commercial health, renewals, and expansion of your accounts with accountability to move them forward independently.
- Develop a clear view of each customer's business, the value they're realizing, and opportunities for broader partnership. Create account strategies with concrete priorities, owners, and next steps.
- Build relationships across the customer organization: day-to-day legal users, business leaders, executive sponsors, and budget owners. Extend relationships into teams whose work depends on contracts.
- Understand how decisions get made within each account: who champions change, who controls budget, who needs technical confidence, and who can block execution. Bring the right people into conversations at the right time.
- Partner with Customer Success Managers to connect usage patterns and customer outcomes with business priorities. Look beyond headline metrics to understand which teams benefit, where workflows break down, and why use cases haven't gained traction.
- Translate customer outcomes into compelling business cases: less time reviewing agreements, faster decisions, consistent standards, better visibility into risk. Build credible cases with clear baselines, assumptions, and measurable outcomes.
- Develop a long-term vision with customers for Ivo as their system of record for contracts. Connect that ambition to current capabilities and a practical sequence of use cases across the product portfolio.
- Run disciplined renewal and expansion cycles. Translate account strategy into opportunities with clear customer problems, paths to value, stakeholder alignment, and realistic decision processes. Own the commercial cycle through procurement, legal review, negotiation, and close.
- Lead across Ivo: bring CSMs, Solutions Architects, Product, Finance, and Legal Engineers together around customer priorities with clear roles and shared understanding of outcomes. Stay accountable for follow-through.
- Bring precise customer feedback to Product. Distinguish immediate needs from longer-term opportunities and turn insights from largest accounts into repeatable ways to build value.
Requirements:
- Deep experience growing strategic accounts inside large, complex enterprises, specifically with Fortune 50 organizations. Must understand how these businesses make decisions, how priorities compete, and how to navigate people, processes, and approval paths that shape deals.
- Proven relationship-builder with strong commercial instincts. Ability to earn trust across accounts from day-to-day users to executive sponsors and budget owners. Demonstrated skill in identifying and engaging people who can champion change, fund it, and move it forward.
- Value creator who starts with the customer's business. Ability to connect product capabilities to operational priorities, build clear cases for change, and show how better contract work improves efficiency, reduces risk, or supports growth.
- Analytical mindset. Use account data, adoption signals, customer outcomes, and business trends to identify where value is created or left unrealized. Turn insights into credible plans to improve customer bottom line.
- Strong executive presence. Earn credibility with senior leaders through clear communication, sound judgment, and deep business understanding. Lead strategic conversations, navigate tough questions, and translate complex insights into compelling cases that align stakeholders and earn investment.
- Experience in complex commercial environments. Ability to lead expansion and renewal conversations, develop multi-year opportunities, and work through procurement, legal review, and negotiation without losing sight of customer goals.
- Curious about technology and focused on outcomes. Can learn sophisticated product portfolios and explain relevance in business terms. Direct AI experience not required; experience helping large organizations adopt transformative software is valuable.
- Self-directed and accountable. Create momentum, bring right people together, and follow through without mistaking activity for customer value.
- Bachelor's degree or equivalent experience.
- Able to travel up to 50%.
- Startup environment experience preferred but not required.
