Enterprise Select, Account Executive

Account Executive, Select

Ironclad is the leading AI contracting platform that transforms agreements into assets. Contracts move faster, insights surface instantly, and agents push work forward, all with you in control. Whether you're buying or selling, Ironclad unifies the entire process on one intelligent platform, providing leaders with the visibility they need to stay one step ahead. That's why the world's most transformative organizations, from Rivian to the World Health Organization and the Associated Press, trust Ironclad to accelerate their business.

We're consistently recognized as a leader in the industry: a Leader in the Forrester Wave and Gartner Magic Quadrant for Contract Lifecycle Management, a Fortune Great Place to Work, and one of Fast Company's Most Innovative Workplaces. Ironclad has also been named to Forbes' AI 50 and Business Insider's list of Companies to Bet Your Career On. We're backed by leading investors including Accel, Y Combinator, Sequoia, BOND, and Franklin Templeton.

About the Select Segment

Our Select segment covers growing commercial and enterprise accounts in the 1,000 - 7,000 employee range. These engagements are characterized by multi-stakeholder alignment, rigorous technical validation, and significant commercial impact, while maintaining a more agile deployment velocity than our largest global strategic accounts.

Select is where we increasingly:

• Run multi-threaded, value-based sales cycles with Legal, Procurement, IT, Sales, and Finance
• Lean into partner collaboration (e.g., SIs, advisory, and implementation partners)
• Pilot vertical plays (e.g., industrial and international growth motions) that often become patterns for the rest of the business

For experienced AEs, Select blends the pace of mid-market with the strategic complexity of enterprise — it's an ideal seat for sellers who love both velocity and sophistication.

About the Role

As an Account Executive, Select, you will own a territory of high-potential accounts in the upper mid-market / lower enterprise band. You'll be responsible for driving new business acquisition and expansion across your patch, from prospecting and pipeline generation through close.

You'll run full-cycle, complex SaaS deals: discovering business pain, orchestrating multi-stakeholder evaluations, partnering closely with Solution Engineering and partners, and building compelling business cases that tie Ironclad to measurable outcomes for Legal, Procurement, Sales, and IT.

This is a highly visible, quota-carrying role where you'll help define how Ironclad wins in Select — including how we segment territories, collaborate with partners, and refine vertical plays.

What You Will Be Doing

• Own a Select territory of upper mid-market / lower enterprise accounts, with full accountability for new business and expansion quota
• Drive full-cycle sales: prospect, qualify, run discovery, orchestrate evaluations, negotiate, and close multi-stakeholder deals
• Position Ironclad as a strategic platform, not just a point solution — tying our value to revenue acceleration, risk reduction, and operational efficiency
• Run complex, multi-threaded deal cycles that engage Legal, Procurement, IT, Sales, Finance, and executive sponsors
• Partner closely with Solution Engineers to design tailored evaluations and demos that reflect prospects' real contract workflows and systems
• Leverage partners and alliances (implementation partners, GSIs, and advisory firms) to source pipeline, co-sell, and increase win rates in your territory
• Contribute to early vertical and international plays, especially in Select-relevant areas like Industrial and International Growth segments
• AE focused prospecting, using data and segmentation to prioritize accounts and focus efforts where you can have the biggest impact
• Forecast accurately and run disciplined deal management in Salesforce, providing clear visibility into pipeline, risks, and upside
• Collaborate cross-functionally with Marketing, Sales Development, Customer Outcomes, Product, and Partnerships to improve coverage, messaging, and GTM motion in the Select segment
• Act as the voice of the customer, bringing feedback from your accounts back into Product and GTM teams to help shape roadmap and positioning

Who You Are

• Experienced enterprise / upper mid-market seller. You've sold B2B SaaS into multi-stakeholder environments and are comfortable navigating deals with both business and technical buyers.
• Fluent in complex deal cycles. You know how to multi-thread, get to power, lead evaluations, and drive consensus in 6–9+ month cycles — while still moving with urgency.
• Strategic and curious. You enjoy understanding how organizations work end-to-end (Legal, Procurement, IT, Sales, Finance) and tying your solution to real business outcomes.
• Partner-friendly. You know how to collaborate with partners (SIs, advisory, or implementation partners) and see them as an extension of your GTM motion, not a parallel track.
• Builder mindset. You're energized by the idea of helping define what "great" looks like in a newer segment (Select), including territory strategy, playbooks, and best practices.
• Collaborative teammate. You share what works, ask for help when you need it, and contribute to a culture of high performance, empathy, and continuous improvement.
• Clear and persuasive communicator. You can simplify complex concepts for executives and practitioners, and you're comfortable presenting to senior stakeholders.

Key Skills & Experience

• 6+ years of quota-carrying experience in B2B SaaS sales, with a track record of meeting or exceeding annual targets
• Experience selling into upper mid-market / lower enterprise segments (roughly 1,000–7,000 employees), ideally with ASP in 100K+
• Demonstrated success running multi-stakeholder, multi-threaded deals involving Legal, Procurement, IT, and business leaders
• Strong command of a structured sales methodology (e.g., MEDDICC, Challenger, value-based selling) and comfort driving disciplined deal execution
• Proven ability to generate pipeline via outbound prospecting, partner collaboration, and marketing programs — not purely reliant on inbound
• Experience working with or around contract lifecycle management (CLM), legal tech, or adjacent spaces (e.g., sales tech, procurement/source-to-pay) is a strong plus, but not required
• Comfort selling a platform with multiple use cases across departments, not just a single-feature tool
• Strong Salesforce hygiene and familiarity with using data to manage a book of business and forecast accurately

Compensation

OTE Range: $250,000 – $300,000 with equity on top

The OTE range represents the minimum and maximum of the On-Target Earnings range for this position based at our San Francisco headquarters. The actual OTE offered for this position will depend on numerous factors, including individual proficiency, anticipated performance, and the location of the selected candidate.

Our OTE is just one component of Ironclad's competitive total rewards package, which also includes equity awards (a new hire grant, along with opportunities for additional awards throughout your tenure), competitive health and wellness benefits, and a commitment to career growth and development.

US Full-Time Employee Benefits at Ironclad:

• 100% health coverage for employees (medical, dental, and vision), and 75% coverage for dependents with buy-up plan options available
• Market-leading leave policies, including gender-neutral parental leave and compassionate leave
• Family forming support through Maven for you and your partner
• Paid time off - take the time you need, when you need it
• Monthly stipends for wellbeing, hybrid work, and (if applicable) cell phone use
• Mental health support through Modern Health, including therapy, coaching, and digital tools
• Pre-tax commuter benefits (US Employees)
• 401(k) plan with Fidelity with employer match (US Employees)
• Regular team events to connect, recharge, and have fun
• And most importantly: the opportunity to help build the company you want to work at

**UK Employee-specific benefits are included on our UK job postings

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.