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Ivo builds AI-powered contract management and intelligence products serving enterprise customers including Meta, Uber, IBM, Intel, DoorDash, Mitsubishi Electric, and Coinbase. The company recently completed a Series B funding round after 6x growth in 12 months and now serves 400+ customers with mission-critical contract workflows for legal and procurement teams.
As a Mid-Market Account Manager, you will own a portfolio of 75–100 mid-market accounts, driving retention and revenue expansion. This is a quota-carrying role with direct P&L responsibility from day one.
Key responsibilities include:
**Account Ownership & Retention**
- Manage a book of 75–100 mid-market accounts, owning retention and revenue growth while consistently meeting or exceeding expansion targets.
- Develop stakeholder management strategies by identifying, mapping, and cultivating relationships across multiple functions and levels within customer accounts to mitigate churn risk, increase stickiness, and uncover growth opportunities.
- Run proactive renewal cycles, starting conversations early, identifying risk before churn occurs, and closing on time.
- Prioritize your book based on health signals, renewal timing, and upsell potential to drive the right conversations.
**Revenue Growth**
- Identify and close upsell and expansion opportunities across accounts, including new products and expanded use cases.
- Maintain accurate forecasts and pipeline hygiene in CRM in partnership with your manager, leadership, and RevOps.
**Cross-Functional Collaboration**
- Work closely with Customer Success Managers, Solutions Engineers, Legal Engineers, and Implementation leads to ensure seamless coordination between value delivery and commercial strategy.
- Facilitate case studies, reference programs, and marketing initiatives to support new business development.
The role requires a commercially sharp operator who can run a high-velocity book of business, protect and grow revenue without losing quality or pace, and move fast based on data-driven prioritization.
**Requirements**
- 3+ years of account management or sales experience in B2B SaaS, with a consistent track record in quota-carrying roles.
- Proven track record of managing and growing a large book of accounts simultaneously; ability to triage, prioritize, and run repeatable motions at pace.
- Strong account planning and multi-threading skills: ability to assess your book, identify whitespace, map key contacts across teams, and orchestrate deals with multiple stakeholders.
- Strong commercial acumen comfortable navigating large contracts, pricing conversations, and procurement processes.
- Collaborative operator who knows how to align internal teams (CS, Product, Legal, Finance) around customer needs and high-stakes renewals.
**Bonus qualifications**
- Experience in legal tech, contract management, or vertical SaaS.
- Familiarity with AI/ML products and ability to translate technical capabilities into business value.
- Experience with complex deals involving legal, finance, and IT buying centers.
- Startup environment experience preferred but not required.
