Director of Partner Management

Ivo Inc.•San Francisco, CA

1d•Onsite

About The Position

Ivo is building the AI that finally changes the way agreements are reviewed. 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. The role is for a Sr. Partner Manager to own our most strategic partner relationships and drive material revenue through direct and indirect channels. This is a senior individual contributor role for someone who has done the Partner Manager job, knows what good looks like, and is ready to take on the hardest partners and largest co-sell deals. You will own a focused book of strategic partners (top SIs, top advisory firms, top technology partners, key resellers), carry a meaningful partner-sourced and partner-influenced revenue number, and set the standard for the rest of the partner management team.

Requirements

7-10 years in partnerships, channel sales, alliances, or direct enterprise sales at a B2B SaaS company, with at least 3 years carrying a partner-tied quota.
A demonstrated track record of sourcing and closing significant ARR through partners; you can name specific multi-million-dollar deals you ran end to end.
Sharp commercial instincts and a clean forecast; you know what is real, what is not, and how to call it.
Strong executive presence and written 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 are a power user of AI tools (Claude, ChatGPT, Cursor, Gong, Clay, or similar) and treat them as a force multiplier in your day-to-day work.
You can confidently demo Ivo Intelligence, Ivo Review, and Ivo Assistant to a sophisticated legal or procurement audience after a short ramp.
You write crisp, structured prose and translate complex ideas for technical and non-technical stakeholders alike.

Nice To Haves

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.

Responsibilities

Own a book of Ivo's most strategic partners; carry a partner-sourced and partner-influenced revenue number that materially impacts the company plan.
Build and run multi-year joint business plans: target account lists, named co-sell opportunities, executive sponsorship, and joint pipeline reviews.
Lead complex co-sell motions end to end: discovery, alignment with partner sellers, joint demos, mutual close plans, and post-sale handoff.
Negotiate commercial terms within partner programs: tiering, MDF, referral and resale economics, and joint go-to-market commitments.
Use AI tooling end to end: LLM-powered research and account planning, automated meeting prep and follow-ups, AI-assisted partner outreach, and data enrichment workflows.
Demo Ivo Intelligence, Review, and Assistant credibly to partner sellers, partner solutions architects, and end-customer legal and procurement audiences.
Mentor Partner Managers on the team; be the player-coach the Director leans on for the hardest deals and the toughest partners.
Feed structured signal back into Product, Sales, and Leadership; influence the partner-facing roadmap with clear, evidence-backed input.