Head of Account Management

The Mission

• Your mission is simple — but not easy:
• Build our expansion motion from scratch
• Be successful at it
• Advise the Ivo leadership team on how to scale this expansion motion
• Execute on scaling the expansion motion

What You’ll Do

• Go out into our customer world and find and win expansion opportunities.
• Experiment - learn what is and isn’t working iterate pivot and start to create repeatable motions
• Partner with Account Executives CSMs and RevOps to identify whitespace opportunities by function geography and business unit.
• Partner w/ Marketing to create tailored expansion campaigns and internal enablement materials to help the field sell deeper and wider.
• Work hand-in-hand with Product and Marketing to shape new offerings based on customer insight.
• Build the analytics to measure expansion potential pipeline and revenue impact — and iterate fast.
• Develop the strategy systems and playbook for expanding adoption of our AI Contract Review and Repository products across existing accounts.
• Once proven help us scale it through people processes and systems 

Why This Role Rocks

• You get to build from zero. There’s no legacy system to fight. You’ll design the motion end-to-end and your fingerprints will be all over how we grow.
• You’ll have impact and visibility. Expansion is one of our top strategic priorities so you will work closely with key members of the leadership team to help us design our strategy.
• You’ll shape the future. As we launch new products you’ll help define how we sell innovation into the world’s biggest brands.

What You’ll Bring

• A builder’s mindset
• You thrive in white space — seeing opportunity where others see ambiguityand can turn a blank slate into a repeatable scalable motion.


• Experience selling into complex enterprises (ideally 5+ yrs selling into complex enterprises) 
• Direct experience with expansion is a bonus. You know how to navigate global multi-entity organizations
• You’re skilled at mapping org structures identifying champions and creating momentum across disconnected teams.
• You’ve built or scaled motions that increased product penetration multi-product adoption or global footprint within large accounts.  Or you've put together new business deals that have included different products across disconnected / decentralized teams / orgs. 


• Product fluency and credibility. 
• You’re eager to become an expert in our AI Contract Review and Repository products — and have experience doing compelling demos tailoring conversations to different audiences and translating product capabilities into customer outcomes.


• Experience across the sales funnel. 
• Background in SDR or new business roles is a strong plus — you know how to prospect generate demand and create pipeline from scratch not just manage what already exists.


• Exceptional cross-functional collaboration. 
• You work fluidly with Account Executives CSMs Marketing and Product to identify whitespace coordinate plays and deliver a unified customer experience.


• Customer curiosity and commercial creativity. 
• You uncover unmet needs spot patterns across industries and regions and translate insights into compelling expansion strategies and narratives.


• Data-driven judgment. 
• You can quantify opportunity build visibility into expansion pipeline and impact and make smart decisions fast.


• Leadership potential. 
• You can inspire others build process where none exists and eventually lead and scale a high-performing team around a shared mission.


• Resilience and persistence. 
• You’re energized by complexity patient enough to win over large organizations and relentless about finding paths to “yes.”

What We Do

Ivo helps organizations reduce the time effort and cost of negotiating contracts. Our Generative-AI native software reviews and redlines agreements for consistency against playbooks and historically negotiated agreements.