SMB Account Manager

Ivo

Every civilization runs on the same infrastructure: agreements between people who don't fully trust each other. Sumerians pressed them into clay. Romans carved them into stone. We bury them in 80-page PDFs. The way those agreements are reviewed hasn't changed in four thousand years a human reads the whole thing and tries not to miss anything. We're building the AI that finally changes that. Ivo is the contract intelligence platform of choice for companies like Uber, Meta, Canva, IBM, and Shopify. We recently raised our Series B and have grown 800% over the last 12 months.

Position Overview

SMB is one of Ivo's fastest-growing segments and this role is at the center of it. As an SMB Account Manager, you'll own a high-volume portfolio of accounts, driving expansion, adoption, and renewals at scale. You'll work closely with a dedicated CSM to build playbooks, run webinars, and find creative ways to grow a book of business quickly. It's an entrepreneurial, commercially-driven role for someone who thrives in a fast-moving environment and wants real impact from day one.

Key Responsibilities

• Own and grow a portfolio of 200+ SMB accounts, hitting revenue targets through contract renewals, upsells, and new product expansion.
• Partner with a dedicated CSM to run scaled engagement motions: webinars, campaigns, and proactive outreach that drive adoption and surface expansion opportunities.
• Run tight, proactive renewal cycles that close on time and protect revenue.
• Maintain accurate forecasts and clean CRM data in partnership with your manager and RevOps.
• Build multi-stakeholder relationships through consultative discovery and regular engagement both remote and in-person.
• Navigate procurement and contract execution end-to-end, owning the commercial conversation from open to close.
• Work cross-functionally with Sales, Legal, Marketing, and Product to solve complex customer challenges that drive expansion and product adoption.
• Bring an entrepreneurial mindset to your portfolio, know your customers' business well enough to know where Ivo should be, and drive adoption in the workflows that matter most to them.

Qualifications

• 24 years in SaaS account management, sales, or quota-carrying customer success with something real to show for it.
• Track record of hitting quota through new product sales, upgrades, and expansion motions, not just renewals.
• Competitive and creative. You find ways to win, especially when the path isn't obvious.
• Strong discovery and demo skills, able to run a structured consultative process with multiple stakeholders.
• Commercial relationship builder. You've built durable partnerships with customers and know how to grow them.
• Curious about the legal industry and excited by how technology is changing the way companies manage risk and agreements.
• Clear, confident communicator with strong instincts for people and able to build trust inside and outside the company.
• Highly organized and self-motivated, strong follow-through on commitments, big and small.
• High integrity, here to build something great for the long term.
• Prior early stage or scale-up experience where you built the process from scratch.

What We Offer

• Competitive compensation $110150K OTE (base salary + variable compensation tied to renewal and expansion targets)
• Equity meaningful ownership in a company that 6x'd ARR last year.
• Health & Wellness comprehensive medical, dental, and vision coverage.
• Flexible Spending & Insurance access to HSA and FSA accounts, plus life insurance coverage.
• 401(k) Retirement Plan save for the future with our 401(k) program.
• The opportunity to build you'll be one of the first Account Managers at Ivo, helping define the mid-market playbook.