Director of Partner Management

About the role

Ivo is hiring a Director of Partner Management to build and lead our partner engine, turning strategic relationships into a scalable, revenue-generating growth channel at a pivotal moment for the company. Reporting to our VP of Partnerships, you'll have high visibility across the organization and the autonomy to define and execute our partnership strategy-owning end-to-end ecosystem development across legal tech, enterprise software, and AI-driven markets. You will be a strategic builder and operator: mapping the legal and procurement ecosystem, prioritizing high-leverage partner types (SIs, advisory firms, technology integrations, channel/reseller programs, and trusted advisor networks), activating key relationships, and creating repeatable motions that drive qualified pipeline, adoption, and ARR with low CAC.

Responsibilities

• Define & Execute Partner Strategy: Own Ivo's end-to-end partner engine alongside leadership-map the legal tech ecosystem, prioritize high-leverage partner types, and build repeatable motions that drive scalable ARR.
• Build Channel & Revenue Partnerships: Launch and scale referral, reseller, and co-sell programs; design incentive structures, attribution models, and co-selling frameworks that generate qualified pipeline and predictable revenue.
• Develop VC & Trusted Advisor Channels: Manage bespoke high-trust referral channels-VC-led warm intros, Big Four advisory relationships, law firm alliance teams-with quality-focused metrics (conversion, time-to-value, repeat referrals) that protect credibility.
• Drive Ecosystem & Integration Partnerships: Identify and activate strategic tech integrations that embed Ivo into legal and procurement workflows; collaborate with Product and Engineering to prioritize features that boost retention and position Ivo as core infrastructure.
• Enable Partners & Build Operations: In partnership with Sales, RevOps, and Marketing, create onboarding, certification, enablement, and co-marketing programs; establish KPIs (pipeline influence, partner-sourced revenue, ROI) and own partner performance end to end.
• Hire, Develop & Coach the Team: Set the standard for what great looks like, build the playbooks others run, and develop Partner Managers who can own increasingly complex relationships independently.
• Use AI as a Force Multiplier: Power user of tools like Claude, ChatGPT, Clay, Gong, and similar-applied to account planning, partner outreach, meeting prep, and data enrichment workflows.
• Demo Ivo Credibly: Present Ivo Intelligence, Review, and Assistant to partner sellers, SAs, and end-customer legal and procurement audiences after a short ramp.
• Feed Market Intelligence Back In: Monitor legal tech and AI trends, represent Ivo in ecosystem events, and bring structured signal to Product, Sales, and Leadership to shape roadmap and GTM positioning.

Requirements

• 7-10 years in partnerships, business development, channel sales, or alliances at a B2B SaaS company, with at least 3 years leading partner programs or teams in high-growth environments.
• Proven success building and scaling partner motions (channel/revenue, integrations, strategic alliances) that deliver measurable pipeline and ARR.
• Track record sourcing, negotiating, onboarding, and managing partners-resellers, ISVs, advisory firms, VCs-to drive qualified leads, adoption, and retention.
• Experience designing incentive structures, enablement programs, attribution models, and performance reporting to create predictable, data-driven partner channels.
• Sharp commercial instincts and a clean forecast; you know what is real, what is not, and how to call it.
• Strong executive presence and 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 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.
• Experience selling into or partnering with legal, procurement, or finance buyers (GC/CLO/legal ops).
• Background in high-tr

Additional Information

Why join 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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