The posting
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 enterprises win customers, buy technology, work with partners, and manage risk. But reviewing them and finding the answers inside still takes too much expert time—slowing decisions across the business. Ivo is building AI that helps legal teams review and negotiate contracts, apply company standards, and turn agreements into actionable intelligence. Our ambition is bigger than making legal work faster: we’re building toward becoming the system of record for how enterprises work with contracts.
As Enterprise Account Manager, drive the growth of AI solutions within large enterprise clients. You’ll own renewals and expansion across major accounts, helping customers realize value and extend it across their businesses. You’ll build relationships beyond the original buyer, uncover opportunities with new teams, and grow adoption of Ivo’s expanding product portfolio—connecting each solution to a real business need. With customers like Meta, Uber, IBM and Intel, and ARR up sixfold in the last 12 months, there’s strong momentum and a playbook still to shape. You’ll help turn that opportunity into lasting, enterprise-wide partnerships.
WHAT YOU’LL OWN
- Take full ownership of Ivo’s largest customer relationships. Develop and manage named accounts from prospecting to contracting across the business units. Own the commercial health, renewals, and expansion of your accounts, with the judgment and accountability to move them forward without waiting for a playbook. Build a clear view of each customer’s business, the value they’re realizing, and what stands between today’s relationship and a broader partnership. Turn that understanding into an account strategy with concrete priorities, owners, and next steps—and stay close enough to the details to make it happen.
- Build relationships that create value across the organization. Earn trust with day-to-day legal users, business leaders, executive sponsors, and budget owners, then extend those relationships into the teams whose work depends on contracts. Understand what each stakeholder is trying to achieve, where their priorities intersect, and where they differ. You’re not collecting contacts: you’re building a network of people who see a meaningful role for Ivo in their business and can work together to make it real.
- Bring the right people into the conversation at the right time. Understand how decisions actually get made: who champions change, who controls budget, who needs technical confidence, and who can block execution. Know when to deepen discovery, involve a Solutions Architect or Legal Engineer, equip a champion, or bring executives together around a strategic decision. Give every participant the context and preparation to contribute, anticipate approval requirements, and resolve dependencies before they become last-minute obstacles.
- Be deeply analytical about where value is—and where it could be. Partner with CSMs, who lead adoption, to connect usage patterns and customer outcomes with the account’s business priorities. Look beyond headline metrics to understand which teams are benefiting, where workflows still break down, and why promising use cases have not gained traction. Test your assumptions with customers, quantify opportunities where the evidence supports it, and distinguish genuine readiness to expand from interest that has no clear owner, budget, or business case.
- Turn customer outcomes into a compelling case for investment. Translate what Ivo helps customers achieve into business terms: less time spent reviewing agreements or finding answers, faster decisions, more consistent standards, and better visibility into contractual commitments and risk. Build credible business cases with clear baselines, explicit assumptions, and outcomes customers can measure. Help champions make the case internally, and lead thoughtful executive conversations about what matters, what needs to change, and why the next investment is worthwhile.
- Help customers build toward Ivo as their system of record for contracts. Develop a long-term vision with customers for how Ivo can become central to the way their organization works with contracts—not simply another tool used by one team. Connect that ambition to current capabilities and a practical sequence of use cases across Ivo’s expanding product portfolio. Help customers identify the stakeholders, workflow changes, and internal commitments needed to progress, so better access to contract knowledge positions their teams to move quickly and execute business decisions with confidence.
- Run disciplined renewal and expansion cycles. Translate account strategy into opportunities with a clear customer problem, a path to value, stakeholder alignment, and a realistic decision process. Own the commercial cycle through procurement, legal review, negotiation, and close. Surface risk early, maintain an evidence-based forecast, and build shared plans that make the next decision and its dependencies clear. Balance urgency with thoughtfulness: move quickly without skipping the work that makes a commitment durable.
- Lead across Ivo and turn insight into action. Bring CSMs, Solutions Architects, Product, Finance, and Legal Engineers together around the customer’s priorities, with clear roles and a shared understanding of the outcome. Stay accountable for follow-through rather than treating an internal handoff as the finish line. Bring precise customer feedback to Product, distinguish immediate needs from longer-term opportunities, and turn what you learn from our largest accounts into repeatable ways to build value and grow enterprise partnerships.
SKILLS YOU'LL NEED TO BRING
- Deep experience growing strategic accounts inside large, complex enterprises, with Fortune 50 organizations. You understand how these businesses make decisions, how priorities compete, and how to navigate the people, processes, and approval paths that shape a deal.
- A relationship-builder with commercial instincts. You earn trust across the account, from day-to-day users to executive sponsors and budget owners, and know how to find the people who can champion change, fund it, and move it forward.
- A value creator who starts with the customer's business. You connect Ivo's capabilities to operational priorities, build a clear case for change, and show how better contract work can improve efficiency, reduce risk, or support growth.
- Analytical by nature. You use account data, adoption signals, customer outcomes, and business trends to identify where value is being created—or left unrealized—and turn those insights into a credible plan to improve the customer's bottom line.
- Strong executive presence. You earn credibility with senior leaders through clear communication, sound judgment, and a deep understanding of their business. You can lead strategic conversations, confidently navigate tough questions, and translate complex insights into a compelling case that aligns stakeholders and earns investment.
- Experienced in complex commercial environments. You can lead expansion and renewal conversations, develop multi-year opportunities, and work through procurement, legal review, and negotiation without losing sight of the customer's goals.
- Curious about technology and focused on outcomes. You can learn a sophisticated product portfolio and explain its relevance in business terms. Direct AI experience isn't required; experience helping large organizations adopt transformative software is valuable.
- Self-directed and accountable. You create momentum, bring the right people together, and follow through—without mistaking activity for customer value. A bachelor's degree or equivalent experience.
- Able to travel up to 50%.
IVO MIGHT BE A GOOD FIT FOR YOU IF YOU:
- Would describe yourself as being relentlessly resourceful. http://www.paulgraham.com/relres.html
- 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
- 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.
