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 Contracts shape how companies win customers, buy technology, work with partners, and manage risk. But reviewing them and finding the answers inside still takes too much expert time. Ivo is building AI that helps legal teams review and negotiate contracts, apply company standards, and turn agreements into actionable intelligence. Our ambition goes beyond making legal work faster: we’re building toward becoming the system of record for how companies work with contracts. As a Mid Market Account Manager, you’ll own renewals and expansion across a book of mid-market customers. An account’s size today is not the ceiling on what it can become. You’ll find opportunities to sell new product lines, reach new teams, and help customers make Ivo a bigger part of how their business works. Compared with our enterprise role, you’ll manage more accounts and opportunities with less complex buying processes. The standard of thinking stays the same: understand the customer’s business, find where Ivo can create value, and turn that understanding into growth. This is a commercial role; CSMs own adoption and day-to-day customer success. WHAT YOU’LL OWN - Own the commercial health of your book. Take responsibility for renewals and expansion, with a clear view of each customer’s goals, commercial commitments, and growth potential. Decide where to spend your time based on customer need, risk, and opportunity. Keep a larger volume of accounts moving without losing track of the details or treating every customer the same. - Create expansion opportunities—not just respond to them. Look beyond the original buyer and use case. Find teams whose work depends on contracts, understand their problems, and connect the right Ivo product to a real business need. Build relationships with users, champions, and budget owners, then bring the right people together to make the next investment happen. Think beyond today’s contract while grounding every proposal in what the customer can use and achieve. - Turn customer outcomes into a case for investment. Work with CSMs to understand adoption, usage, and customer results. Use that evidence to discover where value is being created and where there is room to do more. Build clear business cases around faster contract work, more consistent standards, and better access to contract knowledge. Test your assumptions with customers and distinguish a real expansion opportunity from interest with no owner, budget, or path forward. - Run renewal and expansion cycles through close. Own discovery, proposals, procurement, legal review, negotiation, and close. Build plans with clear next steps and decision owners, surface risk early, and maintain an evidence-based forecast. Move quickly across multiple opportunities without skipping the work that earns a durable commitment—or adding process a straightforward decision does not need. - Bring Ivo together around the customer. Partner with CSMs, Solutions Architects, and Legal Engineers, bringing them into opportunities when their expertise will help. Keep commercial ownership clear while CSMs lead adoption and day-to-day customer success. Give teammates the preparation they need, follow through on commitments, and bring useful customer feedback to Product. Turn what works into repeatable ways to grow the book. SKILLS YOU'LL NEED TO BRING - A track record of personally creating and closing expansion within existing software customers. You can explain the opportunity you uncovered, what you sold, who you brought into the decision, and the result. Account Executive backgrounds are welcome only with active expansion experience; net-new closing experience alone is not enough. - Strong commercial ownership. You can lead renewal and expansion conversations, negotiate thoughtfully, and work through procurement and legal review while keeping the customer’s goals in view. - The ability to connect products to business value. You start with the customer’s problem, learn how their business works, and make a clear case for an additional product or a new team adopting Ivo. You earn trust with users, champions, and budget owners rather than relying on a single contact. - Analytical judgment. You use customer outcomes, adoption signals, and account data to find opportunities and risks, then test what the evidence actually supports. You do not confuse enthusiasm with a qualified opportunity or a bigger contract with value the customer will realize. - The discipline to manage a higher-volume book. You keep multiple conversations moving, make good decisions about where to go deeper, and follow through without needing someone else to create momentum. You can build a thoughtful growth plan without turning every account into a lengthy enterprise exercise. - Curiosity about technology and strong cross-functional working habits. You can learn a sophisticated product portfolio, explain its relevance in business terms, and work closely with CSMs and technical teammates while staying accountable for commercial results. Direct AI experience is not required. - Able to travel up to 50%. 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.
Strong commercial ownership. You can lead renewal and expansion conversations, negotiate thoughtfully, and work through procurement and legal review while keeping the customer’s goals in view.
Able to travel up to 50%.
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.
Are excited about the adventure of building a company!
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.

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