Mid-Market Account Manager

Ivo•San Francisco, CA

8d•Onsite

About The Position

Ivo is seeking commercially sharp Account Managers to manage a high-velocity book of business, focusing on protecting and growing revenue without losing quality or pace. As a Mid-Market Account Manager, you will be responsible for renewals, upsells, and expansion within a portfolio of 75-100 mid-market accounts. This is a quota-carrying role with direct impact on Ivo's revenue. You will move fast, prioritize effectively based on account health signals, renewal timing, and upsell potential, and execute repeatable commercial motions that compound over time. Ivo is the contract intelligence platform of choice for companies like Uber, Meta, Canva, IBM, and Shopify, and has recently raised its Series B, experiencing significant growth.

Requirements

5+ years of account management or sales experience in B2B SaaS.
Consistent track record in quota-carrying roles.
Proven ability to manage and grow a large book of accounts simultaneously.
Ability to triage, prioritize, and execute repeatable motions at pace.
Experience with account planning and multi-threading, including assessing a book of business, identifying whitespace, mapping key contacts, and orchestrating deals with multiple stakeholders.
Strong commercial acumen, comfortable navigating large contracts, pricing conversations, and procurement processes.
Collaborative operator skilled at aligning internal teams (CS, Product, Legal, Finance) around customer needs and high-stakes renewals.

Nice To Haves

Experience in legal tech, contract management, or vertical SaaS.
Familiarity with AI/ML products and the ability to translate technical capabilities into business value.
Experience with complex deals involving legal, finance, and IT buying centers.
Experience working in a startup environment.

Responsibilities

Own a portfolio of 75-100 mid-market accounts, responsible for retention and revenue growth while meeting or exceeding expansion targets.
Develop stakeholder management strategies by identifying, mapping, and cultivating relationships across multiple functions and levels within customer accounts to mitigate risk, increase stickiness, and uncover growth opportunities.
Manage proactive renewal cycles, initiating conversations early, identifying risk before churn, and closing renewals on time.
Prioritize accounts based on health signals, renewal timing, and upsell potential to drive relevant conversations.
Identify and close upsell and expansion opportunities, including new products and expanded use cases.
Maintain accurate forecasts and pipeline hygiene in CRM in partnership with management and RevOps.
Collaborate with Customer Success Managers, Solutions Engineers, Legal Engineers, and Implementation leads to ensure seamless coordination between value delivery and commercial strategy.
Facilitate case studies, reference programs, and marketing initiatives to support new business acquisition.