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 Ivo is hiring a Sr. Partner Manager to own our most strategic partner relationships and drive material revenue through direct and indirect channels. This is a senior individual contributor role for someone who has done the Partner Manager job, knows what good looks like, and is ready to take on the hardest partners and largest co-sell deals. You will own a focused book of strategic partners (top SIs, top advisory firms, top technology partners, key resellers), carry a meaningful partner-sourced and partner-influenced revenue number, and set the standard for the rest of the partner management team. WHAT YOU'LL DO - Own a book of Ivo's most strategic partners; carry a partner-sourced and partner-influenced revenue number that materially impacts the company plan. - Build and run multi-year joint business plans: target account lists, named co-sell opportunities, executive sponsorship, and joint pipeline reviews. - Lead complex co-sell motions end to end: discovery, alignment with partner sellers, joint demos, mutual close plans, and post-sale handoff. - Negotiate commercial terms within partner programs: tiering, MDF, referral and resale economics, and joint go-to-market commitments. - Use AI tooling end to end: LLM-powered research and account planning, automated meeting prep and follow-ups, AI-assisted partner outreach, and data enrichment workflows. - Demo Ivo Intelligence, Review, and Assistant credibly to partner sellers, partner solutions architects, and end-customer legal and procurement audiences. - Mentor Partner Managers on the team; be the player-coach the Director leans on for the hardest deals and the toughest partners. - Feed structured signal back into Product, Sales, and Leadership; influence the partner-facing roadmap with clear, evidence-backed input. WHAT WE'RE LOOKING FOR - 3-6 years in partnerships, channel sales, alliances, or direct enterprise sales at a B2B SaaS company, with at least 3 years carrying a partner-tied quota. - A demonstrated track record of sourcing and closing significant ARR through partners; you can name specific multi-million-dollar deals you ran end to end. - Sharp commercial instincts and a clean forecast; you know what is real, what is not, and how to call it. - Strong executive presence and written communication; you write the QBR deck, run the QBR, and follow it up with a one-pager that drives action. - Comfortable in CRM and partner ecosystem tooling (Salesforce, Crossbeam, Reveal, partner portals). - You are a power user of AI tools (Claude, ChatGPT, Cursor, Gong, Clay, or similar) and treat them as a force multiplier in your day-to-day work. - You can confidently demo Ivo Intelligence, Ivo Review, and Ivo Assistant to a sophisticated legal or procurement audience after a short ramp. - You write crisp, structured prose and translate complex ideas for technical and non-technical stakeholders alike. NICE TO HAVE - Experience selling into or partnering with legal, procurement, or finance buyers. - Experience with Big Four advisory partners, law firm alliance teams, or Microsoft IP co-sell. - Prior early-stage or scale-up experience where you built 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. 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 a book of Ivo's most strategic partners; carry a partner-sourced and partner-influenced revenue number that materially impacts the company plan.
Build and run multi-year joint business plans: target account lists, named co-sell opportunities, executive sponsorship, and joint pipeline reviews.
Lead complex co-sell motions end to end: discovery, alignment with partner sellers, joint demos, mutual close plans, and post-sale handoff.
Negotiate commercial terms within partner programs: tiering, MDF, referral and resale economics, and joint go-to-market commitments.
Use AI tooling end to end: LLM-powered research and account planning, automated meeting prep and follow-ups, AI-assisted partner outreach, and data enrichment workflows.
Demo Ivo Intelligence, Review, and Assistant credibly to partner sellers, partner solutions architects, and end-customer legal and procurement audiences.
Mentor Partner Managers on the team; be the player-coach the Director leans on for the hardest deals and the toughest partners.
Feed structured signal back into Product, Sales, and Leadership; influence the partner-facing roadmap with clear, evidence-backed input.
3-6 years in partnerships, channel sales, alliances, or direct enterprise sales at a B2B SaaS company, with at least 3 years carrying a partner-tied quota.
A demonstrated track record of sourcing and closing significant ARR through partners; you can name specific multi-million-dollar deals you ran end to end.
Sharp commercial instincts and a clean forecast; you know what is real, what is not, and how to call it.
Strong executive presence and written communication; you write the QBR deck, run the QBR, and follow it up with a one-pager that drives action.
Comfortable in CRM and partner ecosystem tooling (Salesforce, Crossbeam, Reveal, partner portals).
You are a power user of AI tools (Claude, ChatGPT, Cursor, Gong, Clay, or similar) and treat them as a force multiplier in your day-to-day work.

Nice-to-haves

Experience selling into or partnering with legal, procurement, or finance buyers.
Experience with Big Four advisory partners, law firm alliance teams, or Microsoft IP co-sell.
Prior early-stage or scale-up experience where you built 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.
Experience working in a startup environment is preferred but not required.
Are excited about the adventure of building a company!

Application prep

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

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Platform: ashby
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Benefits

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Dental

Vision

401(K)

Pto

Wellness