Sales Manager, SMB & Mid-Market

The Opportunity

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.

What You’ll Do

• Hiring & Recruiting has to be a Superpower. Strengthen an existing high-performing team by hiring and ramping top SMB and Mid-Market AEs, including promoting proven talent from our SDR organization.

• Evolve and improve our existing onboarding and enablement to help new and existing AEs succeed, ramp quickly, and consistently earn strong commissions—partnering closely with sales leadership, enablement, and RevOps to do so.

• Work closely with SDR leadership and enablement to design a best-in-class training and onboarding experience that consistently produces successful SMB AEs from our SDR organization.

Turn Skill Acquisition into a Competitive Advantage

• Use data, deal inspection, and live observation to identify where individual AEs and the team can improve and where incremental skill improvements will unlock meaningful performance gains

• Own development and skill-acquisition plans at the AE and segment level to drive pipeline, increase ACVs and win rates, and consistently meet or exceed ARR targets. 

• Run a tight operating rhythm across 1:1s, deal reviews, career development, and team meetings—building on existing cadences while evolving them to drive continuous skill development, accountability, and performance.

Build a Forecast You’d Bet On

• Use a deep understanding of sales algebra—how pipeline volume, win rates, and ACVs translate into ARR—to evaluate forecast health and identify the metrics we need to focus on improving at the segment and AE level to drive consistent overperformance. 

• Coach deal execution with healthy skepticism, not happy ears—challenging assumptions, pressure-testing deal strategy, and instilling disciplined risk awareness so AEs proactively surface gaps rather than gloss over them. 

• Partner with sales leadership and RevOps to refine forecasting processes for a sub-90-day sales cycle, accounting for both pipeline creation in period and deal progression to build a repeatable, high-confidence forecasting formula. 

Raise Win Rates Through Deal Co-Piloting

• Sell some deals early on—not to carry an IC quota long-term, but because we believe firsthand experience is essential to deeply understanding our product, customers, sales motion, and competitive ecosystem. 

• Partner closely with AEs to co-sell competitive, high-stakes SMB and Mid-Market opportunities, using team selling as a competitive advantage. 

• Your role = true co-pilot in deals—guiding strategy, challenging assumptions, and helping AEs think through risk and tradeoffs without taking over or closing deals on their behalf. 

• Use firsthand selling experience to refine messaging and positioning, pressure-test our sales process, and build trust and credibility with the team. 

Turn Cross-Functional Collaboration into Results

• Partner closely with Marketing, SDR leadership, Product, and Enablement to identify and prioritize investments that improve outcomes for our customers, your team, and the broader sales organization. 

• Translate frontline insight into actionable feedback—informing product direction, messaging, enablement programs, and go-to-market strategy. 

• Advocate for initiatives that compound over time, from better assets and programs to process improvements that help the entire business scale. 

What We’re Looking For

• Must-Have Experience

• 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

• Must-Have Mindset

• 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.

Why This Role Is Special

• You’ll lead at a true inflection point—taking a proven SMB and Mid-Market sales motion and helping evolve it into a durable, multi-product growth engine.

• You’ll build and develop the next generation of sales talent, creating a culture of skill acquisition, accountability, and excellence that compounds over time.

• You’ll lead within a sales organization that reps genuinely believe in—Ivo is ranked in the top 5% on RepVue, reflecting strong earnings, culture, and trust in leadership

• You’ll compete—and win—in one of the most competitive SMB and Mid-Market markets in B2B software, helping modern legal teams adopt a platform they can grow with. 

• You’ll get the coaching, support, and real responsibility needed to take the next step in your leadership career—whether that’s becoming an exceptional first-line leader or building toward second-line leadership and beyond.

• You’ll work closely with experienced sales leaders (VP and Director) who have built, scaled, and exited before—and who are deeply invested in developing the next generation of sales leaders; you’ll leave Ivo a stronger, more complete leader than when you joined. 

• You’ll do this at Ivo, a company with the ambition and momentum to become generational, helping in-house legal teams around the world do more meaningful, higher-impact work.