Job description

WHY JOIN IVO? Contracts are the oldest business technology in human history. They allow us to collaborate: they define what we promise each other, how we work together, and what happens when things go wrong. Ivo builds AI products that helps companies like Meta, Uber, IBM, Intel, DoorDash, Mitsubishi Electric, and Coinbase solve their most difficult contracting problems. We think that large language models have created an opportunity to fundamentally change how businesses collaborate with each other. At Ivo you will work on challenging problems with colleagues who have high standards for each other, move fast, and care deeply about their craft. THE OPPORTUNITY SMB is one of Ivo's fastest-growing segments and this role is at the center of it. As an SMB Account Manager, you'll own a high-volume portfolio of accounts, driving expansion, adoption, and renewals at scale. You'll work closely with a dedicated CSM to build playbooks, run webinars, and find creative ways to grow a book of business quickly. It's an entrepreneurial, commercially-driven role for someone who thrives in a fast-moving environment and wants real impact from day one. WHAT YOU'LL DO - Own and grow a portfolio of 200+ SMB accounts, hitting revenue targets through contract renewals, upsells, and new product expansion. - Partner with a dedicated CSM to run scaled engagement motions: webinars, campaigns, and proactive outreach that drive adoption and surface expansion opportunities. - Run tight, proactive renewal cycles that close on time and protect revenue. - Maintain accurate forecasts and clean CRM data in partnership with your manager and RevOps. - Build multi-stakeholder relationships through consultative discovery and regular engagement both remote and in-person. - Navigate procurement and contract execution end-to-end, owning the commercial conversation from open to close. - Work cross-functionally with Sales, Legal, Marketing, and Product to solve complex customer challenges that drive expansion and product adoption. - Bring an entrepreneurial mindset to your portfolio, know your customers' business well enough to know where Ivo should be, and drive adoption in the workflows that matter most to them. WHAT WE'RE LOOKING FOR - 2–4 years in SaaS account management, sales, or quota-carrying customer success — with something real to show for it. - Track record of hitting quota through new product sales, upgrades, and expansion motions, not just renewals. - Competitive and creative. You find ways to win, especially when the path isn't obvious. - Strong discovery and demo skills, able to run a structured consultative process with multiple stakeholders. - Commercial relationship builder. You've built durable partnerships with customers and know how to grow them. - Curious about the legal industry and excited by how technology is changing the way companies manage risk and agreements. - Clear, confident communicator with strong instincts for people and able to build trust inside and outside the company. - Highly organized and self-motivated, strong follow-through on commitments, big and small. - High integrity, here to build something great for the long term. - Prior early stage or scale-up experience where you built the process from scratch. IVO MIGHT BE A GOOD FIT FOR YOU IF YOU: - Would describe yourself as being relentlessly resourceful. paulgraham.com - You have a strong internal sense of urgency. You have a bias towards doing things today, rather than tomorrow. - Experience working in a startup environment is preferred but not required. - Are excited about the adventure of building a company! WHAT WE OFFER - Competitive Compensation: Final offer details are determined based on experience, expertise, and overall fit. - Equity: Meaningful ownership in a company that's scaling fast - Relocation and Visa Support: We also offer relocation assistance for successful applicants moving to SF, as well as support for visa and green card applications where applicable. - Health & Wellness: Comprehensive medical, dental, and vision plans to suit the needs of you and your family. - Flexible Spending & Insurance: Access to HSA and FSA accounts, plus life insurance coverage. - 401(k) Program: Save for the future with our 401(k) program. - Commuter Benefits: We help make getting to and from the office easier and more convenient. - Unlimited PTO: So you can take the time you need to recharge, stay healthy, and bring your best self to work. - Office Perks: Enjoy a vibrant Downtown San Francisco office with catered lunch five days a week, premium snacks and coffee, an in-building gym, and a dog-friendly environment FAQ - What stage of growth is Ivo at?: We recently raised our Series B after growing 6x in 12 months. - Is this a chill gig?: Startups are very hard, especially if they’re growing fast. You’ll have a ton of responsibility, and there’s always an enormous amount of stuff to do. It’s hard work but the payoff is uncapped. Ivo is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

Requirements

Must-haves

WHY JOIN IVO?
Contracts are the oldest business technology in human history. They allow us to collaborate: they define what we promise each other, how we work together, and what happens when things go wrong.
At Ivo you will work on challenging problems with colleagues who have high standards for each other, move fast, and care deeply about their craft.
Own and grow a portfolio of 200+ SMB accounts, hitting revenue targets through contract renewals, upsells, and new product expansion.
Partner with a dedicated CSM to run scaled engagement motions: webinars, campaigns, and proactive outreach that drive adoption and surface expansion opportunities.
Run tight, proactive renewal cycles that close on time and protect revenue.
Maintain accurate forecasts and clean CRM data in partnership with your manager and RevOps.
Build multi-stakeholder relationships through consultative discovery and regular engagement both remote and in-person.
Navigate procurement and contract execution end-to-end, owning the commercial conversation from open to close.
Work cross-functionally with Sales, Legal, Marketing, and Product to solve complex customer challenges that drive expansion and product adoption.
Bring an entrepreneurial mindset to your portfolio, know your customers' business well enough to know where Ivo should be, and drive adoption in the workflows that matter most to them.
2–4 years in SaaS account management, sales, or quota-carrying customer success — with something real to show for it.
Track record of hitting quota through new product sales, upgrades, and expansion motions, not just renewals.
Competitive and creative. You find ways to win, especially when the path isn't obvious.
Strong discovery and demo skills, able to run a structured consultative process with multiple stakeholders.
Commercial relationship builder. You've built durable partnerships with customers and know how to grow them.
Curious about the legal industry and excited by how technology is changing the way companies manage risk and agreements.
Clear, confident communicator with strong instincts for people and able to build trust inside and outside the company.
Highly organized and self-motivated, strong follow-through on commitments, big and small.
High integrity, here to build something great for the long term.
Prior early stage or scale-up experience where you built the process from scratch.
IVO MIGHT BE A GOOD FIT FOR YOU IF YOU:
You have a strong internal sense of urgency. You have a bias towards doing things today, rather than tomorrow.

Nice-to-haves

Experience working in a startup environment is preferred but not required.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

goai

Platform: ashby
Effort: quick

Benefits

Benefits detected in the listing.

Dental

Vision

401(K)

Pto

Wellness