Sales Manager, Mid-Market

Ivo Inc. • San Francisco, CA

1d • $285,000 • Onsite

About The Position

As the Mid-Market Sales Manager, you will own the growth and development of one of Ivo’s most important revenue segments. This is an opportunity to step into a business with established product-market fit, a proven sales motion, and a team that is already performing and take ownership of building the next phase of growth. Ivo has built AI-native products in the enterprise contracts category, with strong market validation from leading companies including Uber, Meta, IBM, Reddit, Pinterest, CDW, Canva, DoorDash, and General Motors. Since raising our Series A, we’ve grown 6x in 2025, expanded 60% in Q1, and signed our first seven-figure enterprise customers. Our Mid-Market team is already winning: in Q2, our six fully ramped AEs averaged 186% of quota, with 100% quota participation, driving 56% quarter-over-quarter ARR growth and nearly 4.5x year-over-year segment growth. Your opportunity is to take a strong foundation and build what comes next. You’ll hire and develop exceptional AEs, strengthen our outbound motion, establish the operating cadence required to scale, and raise the standard for how we coach, forecast, and execute. You’ll have direct ownership over the people, processes, and systems that determine how this segment grows. You’ll do this within a sales organization where reps genuinely believe in the company and the opportunity, Ivo is ranked in the top 5% on RepVue. You’ll partner closely with experienced sales leaders who have built and scaled organizations before, with the autonomy to make meaningful decisions and the opportunity to develop both the team and yourself as a leader.

Requirements

• A proven track record as a top-performing AE before moving into leadership, with multiple years of consistent overperformance (President’s Club, top-tier attainment, or equivalent performance).
• Experience leading a team of 6-8 AEs in an SMB, Commercial, or Mid-Market sales environment, with ownership of team performance across multiple quarters.
• Deep Mid-Market selling experience and the ability to coach the fundamentals of the craft, from pipeline creation and discovery through deal strategy, negotiation, and closing.
• Experience managing a range of sales motions, from high-velocity opportunities to complex, multi-stakeholder deals with six-figure ACVs and longer sales cycles.
• Strong operating experience: building forecast discipline, identifying performance gaps, improving pipeline coverage, and understanding the metrics that drive ARR outcomes.
• Deeply invested in developing people, believing great sales teams are built through continuous coaching, skill development, and better decision-making.
• Uses data and observation to diagnose problems and knows which levers to pull, whether improving pipeline generation, deal execution, win rates, or rep performance.
• Maintains a player-coach mindset, staying close to the customer and understanding the sales process firsthand.
• Attracts and retains exceptional talent because high-performing sellers want to learn from them and work on their team.
• Values process and rigor, understanding that great systems enable execution.
• Brings high standards, strong judgment, and emotional intelligence, knowing how to push people to improve while building trust.

Responsibilities

• Hire exceptional AEs, establish the operating standards for the team, and partner with Enablement to build a ramp program that shortens time-to-productivity without lowering the performance bar.
• Build a repeatable outbound motion by partnering with Marketing on campaigns and events, aligning with SDR leadership on account strategy, and creating the operating discipline that consistently produces 4-5x pipeline coverage.
• Build a coaching environment where skill development is measured, intentional, and continuous, leveraging platforms like Caliber and Letter AI alongside call reviews, deal inspections, and performance data.
• Build an operating cadence where 1:1s, deal reviews, forecast calls, and career conversations drive better decisions, establishing clear expectations and inspecting leading indicators.
• Understand how pipeline creation, conversion, ACVs, and sales velocity translate into ARR performance, and partner with RevOps and Sales Leadership to build a trusted forecasting model.
• Coach with healthy skepticism, challenging assumptions, pressure-testing deal strategy, identifying execution risk early, and helping AEs develop commercial judgment.
• Build firsthand knowledge of customers, product, competitive landscape, and sales motion before scaling the team, using that experience to continuously improve hiring, coaching, and selling.
• Step into strategic opportunities as an executive sponsor when involvement materially improves the outcome, strengthening deal strategy, expanding executive alignment, and increasing deal quality without becoming the closer.
• Build the operating mechanisms that allow the team to scale, identifying bottlenecks, eliminating friction, strengthening partnerships across Marketing, SDRs, Enablement, and RevOps, and continuously raising the standard for how the Mid-Market organization operates.

Benefits

• Competitive Compensation: The approximate salary for this role is $285k (excluding equity).
• Relocation assistance for successful applicants moving to SF.
• Support for visa and green card applications where applicable.
• Comprehensive medical, dental and vision plans.
• Unlimited PTO.
• Generous office space in Downtown San Francisco, with snacks, coffee and regular team building events and activities.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed