Enterprise Select, Account Executive

Ironclad•New York, NY

4d•Remote

About The Position

Ironclad is the leading AI contracting platform that transforms agreements into assets. Contracts move faster, insights surface instantly, and agents push work forward, all with you in control. Whether you’re buying or selling, Ironclad unifies the entire process on one intelligent platform, providing leaders with the visibility they need to stay one step ahead. We’re consistently recognized as a leader in the industry: a Leader in the Forrester Wave and Gartner Magic Quadrant for Contract Lifecycle Management, a Fortune Great Place to Work, and one of Fast Company’s Most Innovative Workplaces. Ironclad has also been named to Forbes’ AI 50 and Business Insider’s list of Companies to Bet Your Career On. We’re backed by leading investors including Accel, Y Combinator, Sequoia, BOND, and Franklin Templeton. The Select segment covers growing commercial and enterprise accounts in the 1,000 - 7,000 employee range. These engagements are characterized by multi-stakeholder alignment, rigorous technical validation, and significant commercial impact, while maintaining a more agile deployment velocity than our largest global strategic accounts. Select is where we increasingly run multi-threaded, value-based sales cycles with Legal, Procurement, IT, Sales, and Finance; lean into partner collaboration (e.g., SIs, advisory, and implementation partners); and pilot vertical plays (e.g., industrial and international growth motions) that often become patterns for the rest of the business. For experienced AEs, Select blends the pace of mid-market with the strategic complexity of enterprise — it’s an ideal seat for sellers who love both velocity and sophistication. As an Account Executive, Select, you will own a territory of high-potential accounts in the upper mid‑market / lower enterprise band. You’ll be responsible for driving new business acquisition and expansion across your patch, from prospecting and pipeline generation through close. You’ll run full-cycle, complex SaaS deals: discovering business pain, orchestrating multi-stakeholder evaluations, partnering closely with Solution Engineering and partners, and building compelling business cases that tie Ironclad to measurable outcomes for Legal, Procurement, Sales, and IT. This is a highly visible, quota-carrying role where you’ll help define how Ironclad wins in Select — including how we segment territories, collaborate with partners, and refine vertical plays.

Requirements

6+ years of quota-carrying experience in B2B SaaS sales, with a track record of meeting or exceeding annual targets
Experience selling into upper mid‑market / lower enterprise segments (roughly 1,000–7,000 employees), ideally with ASP in 100K+
Demonstrated success running multi-stakeholder, multi-threaded deals involving Legal, Procurement, IT, and business leaders
Strong command of a structured sales methodology (e.g., MEDDICC, Challenger, value-based selling) and comfort driving disciplined deal execution
Proven ability to generate pipeline via outbound prospecting, partner collaboration, and marketing programs — not purely reliant on inbound
Comfort selling a platform with multiple use cases across departments, not just a single-feature tool
Strong Salesforce hygiene and familiarity with using data to manage a book of business and forecast accurately

Nice To Haves

Experience working with or around contract lifecycle management (CLM), legal tech, or adjacent spaces (e.g., sales tech, procurement/source-to-pay) is a strong plus, but not required

Responsibilities

Own a Select territory of upper mid‑market / lower enterprise accounts, with full accountability for new business and expansion quota
Drive full-cycle sales: prospect, qualify, run discovery, orchestrate evaluations, negotiate, and close multi-stakeholder deals
Position Ironclad as a strategic platform, not just a point solution — tying our value to revenue acceleration, risk reduction, and operational efficiency
Run complex, multi-threaded deal cycles that engage Legal, Procurement, IT, Sales, Finance, and executive sponsors
Partner closely with Solution Engineers to design tailored evaluations and demos that reflect prospects’ real contract workflows and systems
Leverage partners and alliances (implementation partners, GSIs, and advisory firms) to source pipeline, co-sell, and increase win rates in your territory
Contribute to early vertical and international plays, especially in Select-relevant areas like Industrial and International Growth segments
AE focused prospecting, using data and segmentation to prioritize accounts and focus efforts where you can have the biggest impact
Forecast accurately and run disciplined deal management in Salesforce, providing clear visibility into pipeline, risks, and upside
Collaborate cross-functionally with Marketing, Sales Development, Customer Outcomes, Product, and Partnerships to improve coverage, messaging, and GTM motion in the Select segment
Act as the voice of the customer, bringing feedback from your accounts back into Product and GTM teams to help shape roadmap and positioning

Benefits

100% health coverage for employees (medical, dental, and vision), and 75% coverage for dependents with buy-up plan options available
Market-leading leave policies, including gender-neutral parental leave and compassionate leave
Family forming support through Maven for you and your partner
Paid time off - take the time you need, when you need it
Monthly stipends for wellbeing, hybrid work, and (if applicable) cell phone use
Mental health support through Modern Health, including therapy, coaching, and digital tools
Pre-tax commuter benefits (US Employees)
401(k) plan with Fidelity with employer match (US Employees)
Regular team events to connect, recharge, and have fun
Opportunity to help build the company you want to work at
Equity awards (a new hire grant, along with opportunities for additional awards throughout your tenure)