Sales Manager, SMB & Mid-Market

Ivo • San Francisco, CA

22d

About The Position

Ivo has built some of the best AI-native products in a massive category: enterprise contracts.

After raising our Series A at the end of 2024, we grew 6x in 2025, closed 50+ six-figure deals, signed our first seven-figure enterprise customers, and partnered with many of the world’s most respected companies (including Uber, IBM, Reddit, Pinterest, CDW, Canva, DoorDash, and General Motors). That momentum reflects strong demand from Mid-Market and Enterprise buyers alike—especially modern, high-performing in-house legal teams.

Within our SMB and Mid-Market segments, we’ve proven product-market fit, built a culture of overperformance, and developed a team that knows how to win. But what got us here will not get us where we’re going.

In 2026, we’re scaling a category-defining solution: Contract Repository & Intelligence—a multi-product platform with broad, C-suite-level impact across the enterprise. As our offering expands, so does the opportunity—and the complexity—of the sale. The next phase is about winning in a highly competitive SMB and Mid-Market landscape by helping legal teams adopt, expand, and grow with Ivo over time.

To do that, we’re hiring a first-line Sales Leader to build on an already strong team of AEs, foundation, and evolve how we sell—identifying the right bets, developing skill acquisition plans that improve pipeline quality, lift ACVs, and push win rates as Ivo scales into a multi-product motion.

This is a builder role, but not a rebuild. It’s an opportunity for a hands-on leader to take a proven team of AEs and process, make them better, and play a critical role in Ivo’s next stage of growth.

Requirements

• Proven success as a top-performing AE prior to moving into leadership, with a consistent track record of overperformance (e.g., President’s Club, top 10% of the leaderboard)
• At least six quarters of experience leading a team of 6–8 AEs in an SMB and/or Mid-Market sales motion, with multiple quarters of ownership and results.
• Deep, hands-on familiarity with SMB and Mid-Market selling, with the ability to clearly teach and coach the craft based on firsthand experience.
• Equally comfortable coaching high-velocity, sub-30-day sales cycles and more complex, multi-stakeholder Mid-Market deals with 90+ day cycles
• Relentless focus on skill acquisition and people development — you believe the fastest way to unlock performance is by continuously developing your team’s skills, judgment, and confidence.
• Bias toward continuous improvement — you have a sharp eye for bottlenecks and performance gaps, and you use data and observation to diagnose issues and improve pipeline generation, ACVs, and win rates in your segment.
• Player-coach mentality — you believe leaders should also be able to sell. To be clear, this isn’t a player-coach role. But you need that mindset.
• Talent magnet — great AEs want to work for you.
• Process-oriented but not rigid — you value rigor, not bureaucracy.
• High standards, high confidence, high EQ — demanding, collaborative, and deeply curious.

Responsibilities

• Hiring & Recruiting has to be a Superpower
• Turn Skill Acquisition into a Competitive Advantage
• Build a Forecast You’d Bet On
• Raise Win Rates Through Deal Co-Piloting
• Turn Cross-Functional Collaboration into Results

What This Job Offers

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