The Role
The Head of Enterprise Sales will scale the enterprise sales organization, lead from the front, manage hiring, and build a global sales engine for contract repository and intelligence products.
Summary Generated by Built In
Ivo has 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 in 2025, signed our first seven-figure enterprise customers, and brought on many of the best enterprise logos in the world (e.g. Uber, IBM, Reddit, Pinterest, CDW, Canva, DoorDash, General Motors).
We built our initial enterprise sales motion, SDR function, and enterprise AE team—and it works. But what got us here will not get us where we’re going.
In 2026, we are scaling a category-defining solution: Contract Repository & Intelligence—a platform with broad, C-suite-level impact across the enterprise. Our goal is ambitious and clear:
Become the default for the Fortune 500
To do that, we’re hiring an Enterprise Sales Leader to take a strong foundation and scale it into a world-class global enterprise sales engine.
This is a builder role—for someone who wants to design, hire, sell, lead, and ultimately create a generational company.
What You’ll Do
- Scale the Enterprise Sales Organization
- Own and evolve Ivo’s enterprise sales strategy, aligned to our Contract Repository & Intelligence platform
- Hire and ramp 10 additional enterprise AEs globally in 2026
- Continue to build the enterprise support ecosystem (SDRs, sales engineers, solutions/legal specialists, enablement)
- Hire and develop an Enterprise Sales Manager to support a growing team
2. Learn While Leading
- Sell some of your own deals early - this isn’t because we need you to bring personally to carry an IC quota. This is because we believe the only real way to learn the motion, product and market is to do it yourself. If you don’t believe in this philosophy, this isn’t the right home for you.
- Partner w/ your AEs to co-sell strategic, high-stakes, Fortune 500 opportunities
- Use firsthand selling experience to:
- Refine messaging and positioning
- Pressure-test the sales process
- Build credibility and trust with the team
- Lead from the front—this is not a “from the sidelines” role
3. Build the Next-Gen Enterprise Sales Motion
- Redesign our sales process to fully reflect:
- Multi-product enterprise selling
- Executive-level value (CIO, CLO, COO, CFO)
- Many different use cases and stakeholder groups, many of which we are still learning
- Complex buying committees and long-term platform adoption
- Partner deeply with:
- Product (roadmap feedback from real enterprise usage)
- Marketing (ABM, Fortune 500 targeting)
- Customer Success & Professional Services (enterprise onboarding and expansion)
- Drive repeatability, not heroics
4. Hiring & Recruiting has to be a Superpower
- Personally attract, close, and onboard top-tier enterprise sales talent
- Build a bench of future leaders—not just closers
- Set the cultural bar for:
- World ethic
- Curiosity
- Accountability
- Craftsmanship in enterprise selling
- Developing and supporting each other
5. Build “The Ivo Enterprise Dream House”
- Take a solid foundation and a big vision—and architect the future
- Design the org structure, operating cadence, and leadership model we’ll still be proud of in 5 years
- Scale without losing what made us successful in the first place
What We’re Looking For
- Must-Have Experience
- Proven success building and scaling enterprise sales teams at a high-growth B2B SaaS company
- Track record of closing six- and seven-figure deals with large enterprises / Fortune 500s
- Experience hiring and managing global enterprise AEs
- Comfort selling complex deals over 6-9 month sales cycles
- Experience being a true operator, not just a strategist
Must-Have Mindset
- Builder energy — you get excited by blank whiteboards
- 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 for at least the next year
- Talent magnet — great reps 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 help define a category, not just optimize a funnel
- You’ll sell a product that genuinely changes how enterprises operate
- You’ll look back in 2-3 years and have closed at least half the Fortune 500
- You’ll leave behind a scalable enterprise sales machine—not just numbers on a board slide
Top Skills
B2B Saas
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The Company
What We Do
Ivo helps organizations reduce the time, effort, and cost of negotiating contracts. Our Generative-AI native software reviews and redlines agreements for consistency against playbooks and historically negotiated agreements.
