Customer Expansion Lead

Ivo • San Francisco, CA

50d

About The Position

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 with our AI Contract Review tool. A subset have also adopted our brand new (and game changing) AI Contract Repository product to centralize, organize and analyze their contracts.

But we’re only scratching the surface.

Across these organizations lie hundreds of untouched departments, business units, functions and global teams — each one sitting on contracts and legal processes that could be transformed by our products. Additionally, we will be launching additional AI-driven products that can then be sold into this existing base.

Customer expansion is a critical driver in our highly ambitious growth goals. With each passing quarter, because we are bringing on so many new customers, this exponentially increases. We need a builder to unlock this massive opportunity.

The Mission
Your mission is simple — but not easy:
Build our expansion motion from scratch
Be successful at it
Advise the Ivo leadership team on how to scale this expansion motion
Execute on scaling the expansion motion

Requirements

• A builder’s mindset
• You thrive in white space — seeing opportunity where others see ambiguity,and can turn a blank slate into a repeatable, scalable motion.
• Experience selling into complex enterprises (ideally 5+ yrs selling into complex enterprises)
• You know how to navigate global, multi-entity organizations
• You’re skilled at mapping org structures, identifying champions, and creating momentum across disconnected teams.
• You’ve built or scaled motions that increased product penetration, multi-product adoption, or global footprint within large accounts. Or you've put together new business deals that have included different products across disconnected / decentralized teams / orgs.
• Product fluency and credibility.
• You’re eager to become an expert in our AI Contract Review and Repository products — and have experience doing compelling demos, tailoring conversations to different audiences, and translating product capabilities into customer outcomes.
• Experience across the sales funnel.
• Background in SDR or new business roles is a strong plus — you know how to prospect, generate demand, and create pipeline from scratch, not just manage what already exists.
• Exceptional cross-functional collaboration.
• You work fluidly with Account Executives, CSMs, Marketing, and Product to identify whitespace, coordinate plays, and deliver a unified customer experience.
• Customer curiosity and commercial creativity.
• You uncover unmet needs, spot patterns across industries and regions, and translate insights into compelling expansion strategies and narratives.
• Data-driven judgment.
• You can quantify opportunity, build visibility into expansion pipeline and impact, and make smart decisions fast.
• Leadership potential.
• You can inspire others, build process where none exists, and eventually lead and scale a high-performing team around a shared mission.
• Resilience and persistence.
• You’re energized by complexity, patient enough to win over large organizations, and relentless about finding paths to “yes.”

Nice To Haves

• Direct experience with expansion is a bonus.
• Background in SDR or new business roles is a strong plus

Responsibilities

• Go out into our customer world and find and win expansion opportunities.
• Experiment - learn what is and isn’t working, iterate, pivot and start to create repeatable motions
• Partner with Account Executives, CSMs, and RevOps to identify whitespace opportunities by function, geography, and business unit.
• Partner w/ Marketing to create tailored expansion campaigns and internal enablement materials to help the field sell deeper and wider.
• Work hand-in-hand with Product and Marketing to shape new offerings based on customer insight.
• Build the analytics to measure expansion potential, pipeline, and revenue impact — and iterate fast.
• Develop the strategy, systems, and playbook for expanding adoption of our AI Contract Review and Repository products across existing accounts.
• Once proven, help us scale it, through people, processes and systems

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed
• Number of Employees: 11-50 employees