Head of Account Management

The Mission

• Your mission is simple — but not easy:
• Build our expansion motion from scratch
• Be successful at it
• Advise the Ivo leadership team on how to scale this expansion motion
• Execute on scaling the expansion motion

What You’ll Do

• Go out into our customer world and find and win expansion opportunities.
• Experiment - learn what is and isn’t working, iterate, pivot and start to create repeatable motions
• Partner with Account Executives, CSMs, and RevOps to identify whitespace opportunities by function, geography, and business unit.
• Partner w/ Marketing to create tailored expansion campaigns and internal enablement materials to help the field sell deeper and wider.
• Work hand-in-hand with Product and Marketing to shape new offerings based on customer insight.
• Build the analytics to measure expansion potential, pipeline, and revenue impact — and iterate fast.
• Develop the strategy, systems, and playbook for expanding adoption of our AI Contract Review and Repository products across existing accounts.
• Once proven, help us scale it, through people, processes and systems 

Why This Role Rocks

• You get to build from zero. There’s no legacy system to fight. You’ll design the motion end-to-end and your fingerprints will be all over how we grow.
• You’ll have impact and visibility. Expansion is one of our top strategic priorities so you will work closely with key members of the leadership team to help us design our strategy.
• You’ll shape the future. As we launch new products, you’ll help define how we sell innovation into the world’s biggest brands.

What You’ll Bring

• A builder’s mindset
• You thrive in white space — seeing opportunity where others see ambiguity,and can turn a blank slate into a repeatable, scalable motion.


• Experience selling into complex enterprises (ideally 5+ yrs selling into complex enterprises) 
• Direct experience with expansion is a bonus. You know how to navigate global, multi-entity organizations
• You’re skilled at mapping org structures, identifying champions, and creating momentum across disconnected teams.
• You’ve built or scaled motions that increased product penetration, multi-product adoption, or global footprint within large accounts.  Or you've put together new business deals that have included different products across disconnected / decentralized teams / orgs. 


• Product fluency and credibility. 
• You’re eager to become an expert in our AI Contract Review and Repository products — and have experience doing compelling demos, tailoring conversations to different audiences, and translating product capabilities into customer outcomes.


• Experience across the sales funnel. 
• Background in SDR or new business roles is a strong plus — you know how to prospect, generate demand, and create pipeline from scratch, not just manage what already exists.


• Exceptional cross-functional collaboration. 
• You work fluidly with Account Executives, CSMs, Marketing, and Product to identify whitespace, coordinate plays, and deliver a unified customer experience.


• Customer curiosity and commercial creativity. 
• You uncover unmet needs, spot patterns across industries and regions, and translate insights into compelling expansion strategies and narratives.


• Data-driven judgment. 
• You can quantify opportunity, build visibility into expansion pipeline and impact, and make smart decisions fast.


• Leadership potential. 
• You can inspire others, build process where none exists, and eventually lead and scale a high-performing team around a shared mission.


• Resilience and persistence. 
• You’re energized by complexity, patient enough to win over large organizations, and relentless about finding paths to “yes.”