Mid-Market Account Manager
External
Ivo · San FranciscoPrepare for this interview
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About the role
We've already landed in some of the most influential organizations on the planet from nimble startups to Fortune 100 giants. Over 400+ customers trust us to power their contract workflows, and our AI Contract Repository and Intelligence products are becoming mission-critical for legal and procurement teams at scale. As we scale, we need commercially sharp Account Managers who can run a high-velocity book of business, protecting and growing revenue without losing quality or pace. As a Mid-Market Account Manager, you'll be responsible for renewals, upsells, and expansion. You'll move fast, know where to spend your time based on health signals, renewal timing, and upsell potential, and run repeatable commercial motions that compound over time. This is a quota-carrying role with direct impact on Ivo's revenue from day one.
Responsibilities
- Own Your Book
- Manage a portfolio of 75-100 mid-market accounts and own retention and revenue growth while consistently meeting or exceeding expansion targets.
- Develop strong stakeholder management strategies by identifying, mapping and cultivating relationships across multiple functions and levels within customer accounts to mitigate risk, increase stickiness, and uncover growth opportunities.
- Run tight, proactive renewal cycles - starting conversations early, identifying risk before it becomes churn, and closing on time.
- Prioritize your book based on health signals, renewal timing, and upsell potential - and drive the right conversations.
- Grow Revenue
- Identify and close upsell and expansion opportunities across your accounts including new products and expanded use cases.
- Maintain accurate forecasts and pipeline hygiene in CRM in partnership with your manager, leadership and RevOps.
- Partner Cross-Functionally
- Work closely with Customer Success Managers, Solutions Engineers, Legal Engineers and Implementation leads to ensure seamless coordination between value delivery and commercial strategy.
- Facilitate case studies, reference programs, and marketing initiatives helping Ivo win new business.
Requirements
- 5+ years of account management or sales experience in B2B SaaS, with a consistent track record in quota-carrying roles.
- Proven track record of managing and growing large book of accounts simultaneously and know how to triage, prioritize, and run repeatable motions at pace.
- Account planning and multi-threading - you can 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 you know how to align internal teams (CS, Product, Legal, Finance) around customer needs and high-stakes renewals.
- Bonus Points
- Experience in legal tech, contract management, or vertical SaaS
- Familiarity with AI/ML products and the ability to translate technical capabilities into business value.
- Experience with complex deals involving legal, finance, and IT buying centers.
Benefits
Additional Information
Why Ivo? Every civilization runs on the same infrastructure: agreements between people who don't fully trust each other. Sumerians pressed them into clay. Romans carved them into stone. We bury them in 80-page PDFs. The way those agreements are reviewed hasn't changed in four thousand years - a human reads the whole thing and tries not to miss anything. We're building the AI that finally changes that. Ivo is the contract intelligence platform of choice for companies like Uber, Meta, Canva, IBM, and Shopify. We recently raised our Series B and have grown 800% over the last 12 months.
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