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Ivo builds AI products that help enterprises solve complex contracting problems. The company serves over 400 customers including Meta, Uber, IBM, Intel, DoorDash, Mitsubishi Electric, and Coinbase, and recently completed a Series B funding round after 6x growth in 12 months.
As a Mid-Market Account Manager, you will own a portfolio of 75-100 mid-market accounts, driving retention and revenue growth. This is a quota-carrying role with direct impact on Ivo's revenue from day one.
Key responsibilities include:
• Managing a book of 75-100 mid-market accounts with accountability for retention and expansion revenue targets
• Developing stakeholder management strategies by identifying, mapping, and cultivating relationships across multiple functions and levels within customer accounts to mitigate churn risk and uncover growth opportunities
• Running proactive renewal cycles—starting conversations early, identifying risk signals, and closing renewals on time
• Prioritizing your book based on health signals, renewal timing, and upsell potential to drive high-impact conversations
• Identifying and closing upsell and expansion opportunities, including new products and expanded use cases
• Maintaining accurate forecasts and pipeline hygiene in CRM in partnership with your manager, leadership, and RevOps
• Partnering cross-functionally with Customer Success Managers, Solutions Engineers, Legal Engineers, and Implementation leads to ensure seamless coordination between value delivery and commercial strategy
• Facilitating case studies, reference programs, and marketing initiatives to support new business wins
You will work in a fast-moving startup environment with high standards, moving quickly while maintaining quality. The role requires strong commercial judgment, account planning discipline, and the ability to run repeatable motions at scale.
Requirements:
• 3+ years of account management or sales experience in B2B SaaS with a consistent track record in quota-carrying roles
• Proven ability to manage and grow a large book of accounts simultaneously, with strong triage and prioritization skills
• Account planning and multi-threading expertise—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 can align internal teams (CS, Product, Legal, Finance) around customer needs and high-stakes renewals
• Relentless resourcefulness, strong internal sense of urgency, and bias toward action
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
• Prior startup experience
