Why Join Ivo?

Contracts are the oldest business technology in human history. They allow us to collaborate: they define what we promise each other, how we work together, and what happens when things go wrong.

Ivo builds AI products that helps companies like Meta, Uber, IBM, Intel, DoorDash, Mitsubishi Electric, and Coinbase solve their most difficult contracting problems. We think that large language models have created an opportunity to fundamentally change how businesses collaborate with each other.

At Ivo you will work on challenging problems with colleagues who have high standards for each other, move fast, and care deeply about their craft.

The Opportunity

Contracts shape how companies win customers, buy technology, work with partners, and manage risk. But reviewing them and finding the answers inside still takes too much expert time. Ivo is building AI that helps legal teams review and negotiate contracts, apply company standards, and turn agreements into actionable intelligence. Our ambition goes beyond making legal work faster: we’re building toward becoming the system of record for how companies work with contracts.

As a Mid Market Account Manager, you’ll own renewals and expansion across a book of mid-market customers. An account’s size today is not the ceiling on what it can become. You’ll find opportunities to sell new product lines, reach new teams, and help customers make Ivo a bigger part of how their business works. Compared with our enterprise role, you’ll manage more accounts and opportunities with less complex buying processes. The standard of thinking stays the same: understand the customer’s business, find where Ivo can create value, and turn that understanding into growth. This is a commercial role; CSMs own adoption and day-to-day customer success.

What You’ll Own

Own the commercial health of your book. Take responsibility for renewals and expansion, with a clear view of each customer’s goals, commercial commitments, and growth potential. Decide where to spend your time based on customer need, risk, and opportunity. Keep a larger volume of accounts moving without losing track of the details or treating every customer the same.

Create expansion opportunities—not just respond to them. Look beyond the original buyer and use case. Find teams whose work depends on contracts, understand their problems, and connect the right Ivo product to a real business need. Build relationships with users, champions, and budget owners, then bring the right people together to make the next investment happen. Think beyond today’s contract while grounding every proposal in what the customer can use and achieve.

Turn customer outcomes into a case for investment. Work with CSMs to understand adoption, usage, and customer results. Use that evidence to discover where value is being created and where there is room to do more. Build clear business cases around faster contract work, more consistent standards, and better access to contract knowledge. Test your assumptions with customers and distinguish a real expansion opportunity from interest with no owner, budget, or path forward.

Run renewal and expansion cycles through close. Own discovery, proposals, procurement, legal review, negotiation, and close. Build plans with clear next steps and decision owners, surface risk early, and maintain an evidence-based forecast. Move quickly across multiple opportunities without skipping the work that earns a durable commitment—or adding process a straightforward decision does not need.

Bring Ivo together around the customer. Partner with CSMs, Solutions Architects, and Legal Engineers, bringing them into opportunities when their expertise will help. Keep commercial ownership clear while CSMs lead adoption and day-to-day customer success. Give teammates the preparation they need, follow through on commitments, and bring useful customer feedback to Product. Turn what works into repeatable ways to grow the book.

Skills You'll Need to Bring

A track record of personally creating and closing expansion within existing software customers. You can explain the opportunity you uncovered, what you sold, who you brought into the decision, and the result. Account Executive backgrounds are welcome only with active expansion experience; net-new closing experience alone is not enough.