Sales Manager, Mid-Market

Why join 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.

As the Mid-Market Sales Manager, you will own the growth and development of one of Ivo’s most important revenue segments. This is an opportunity to step into a business with established product‑market fit, a proven sales motion, and a team that is already performing and take ownership of building the next phase of growth.

Ivo has built AI‑native products in the enterprise contracts category, with strong market validation from leading companies including Uber, Meta, IBM, Reddit, Pinterest, CDW, Canva, Door Dash, and General Motors. Since raising our Series A, we’ve grown 6x in 2025, expanded 60% in Q1, and signed our first seven‑figure enterprise customers. Our Mid‑Market team is already winning: in Q2, our six fully ramped AEs averaged 186% of quota, with 100% quota participation, driving 56% quarter‑over‑quarter ARR growth and nearly 4.5x year‑over‑year segment growth.

Your opportunity is to take a strong foundation and build what comes next. You’ll hire and develop exceptional AEs, strengthen our outbound motion, establish the operating cadence required to scale, and raise the standard for how we coach, forecast, and execute. You’ll have direct ownership over the people, processes, and systems that determine how this segment grows.

You’ll do this within a sales organization where reps genuinely believe in the company and the opportunity, Ivo is ranked in the top 5% on Rep Vue. You’ll partner closely with experienced sales leaders who have built and scaled organizations before, with the autonomy to make meaningful decisions and the opportunity to develop both the team and yourself as a leader.

• Hire exceptional AEs, establish the operating standards for the team, and partner with Enablement to build a ramp program that shortens time‑to‑productivity without lowering the performance bar.
• We’ve historically operated in a demand‑rich environment and consistently outperform competitors in head‑to‑head evaluations. Our next phase of growth requires building a repeatable outbound motion. You’ll own that transition by partnering with Marketing on campaigns and events, aligning with SDR leadership on account strategy, and creating the operating discipline that consistently produces 4‑5x pipeline coverage.
• Build a coaching environment where skill development is measured, intentional, and continuous. Leverage platforms like Caliber and Letter AI alongside call reviews, deal inspections, and performance data to systematically improve judgment, pipeline creation, ACVs, win rates, and overall execution.
• Build an operating cadence where 1:1s, deal reviews, forecast calls, and career conversations drive better decisions. Establish clear expectations, inspect the right leading indicators, and hold a consistently high bar for execution and accountability.
• Understand how pipeline creation, conversion, ACVs, and sales velocity translate into ARR performance. Partner with Rev Ops and Sales Leadership to build a forecasting model that is trusted because it is grounded in operational reality, not optimism, and know exactly which levers to pull as performance shifts.
• Coach with healthy skepticism. Challenge assumptions, pressure‑test deal strategy, identify execution risk early, and help AEs develop the commercial judgment to navigate complex opportunities independently.
• We believe the best sales leaders develop conviction by selling. You’ll build firsthand knowledge of our customers, product, competitive landscape, and sales motion before scaling the team, using that experience to continuously improve how we…