Sales Manager, Mid-Market

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.

About the role

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, DoorDash, 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 RepVue. 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.

Responsibilities

• 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.
• Build a repeatable outbound motion 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.
• Establish an operating cadence where 1:1s, deal reviews, forecast calls, and career conversations drive better decisions. Set 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 RevOps 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.
• Build firsthand knowledge of our customers, product, competitive landscape, and sales motion before scaling the team, using that experience to continuously improve how we hire, coach, and sell. Step into strategic opportunities as an executive sponsor when your involvement materially improves the outcome. Strengthen deal strategy, expand executive alignment, and increase deal quality without becoming the closer.
• Build the operating mechanisms that allow the team to scale. Identify bottlenecks, eliminate friction, strengthen partnerships across Marketing, SDRs, Enablement, and RevOps, and continuously raise the standard for how the Mid-Market organization operates.

Requirements

• A proven track record as a top-performing AE before moving into leadership, with multiple years of consistent overperformance (President’s Club, top-tier attainment, or equivalent performance).
• Experience leading a team of 6-8 AEs in an SMB, Commercial, or Mid-Market sales environment, with ownership of team performance across multiple quarters.
• Deep Mid-Market selling experience and the ability to coach the fundamentals of the craft, from pipeline creation and discovery through deal strategy, negotiation, and closing.
• Experience managing a range of sales motions, from high-velocity opportunities to complex, multi-stakeholder deals with six-figure ACVs and longer sales cycles.
• Strong operating experience: building forecast discipline, identifying performance gaps, improving pipeline coverage, and understanding the metrics that drive ARR outcomes.

Skills

• Deeply invested in developing people. You believe great sales teams are built through continuous coaching, skill development, and better decision-making—not just increased activity.
• Use data and observation to diagnose problems and know which levers to pull, whether improving pipeline generation, deal execution, win rates, or rep performance.
• Maintain a player-coach mindset. While this is a leadership role, you believe great sales leaders stay close to the customer, understand the sales process firsthand, and can step in when needed.
• Attract and retain exceptional talent because high-performing sellers want to learn from you and work on your team.
• Value process and rigor, but understand that great systems enable execution, they do not create unnecessary complexity.
• Bring high standards, strong judgment, and emotional intelligence. You know how to push people to improve while building the trust required for them to succeed.

Qualifications

• Would describe yourself as being relentlessly resourceful.
• Have a strong internal sense of urgency. You have a bias towards doing things today, rather than tomorrow.
• Experience working in a startup environment is preferred but not required.
• Are excited about the adventure of building a company!

Benefits

• Competitive compensation determined based on experience, expertise, and overall fit.
• Meaningful equity in a company that's scaling fast.
• Relocation and visa support for successful applicants moving to SF, including assistance for visa and green card applications.
• Comprehensive medical, dental, and vision plans to suit the needs of you and your family.
• Access to HSA and FSA accounts, plus life insurance coverage.
• 401(k) program to save for the future.
• Commuter benefits to make getting to and from the office easier and more convenient.
• Unlimited PTO so you can take the time you need to recharge, stay healthy, and bring your best self to work.
• Vibrant Downtown San Francisco office with catered lunch five days a week, premium snacks and coffee, an in-building gym, and a dog-friendly environment.

Pay

Compensation range: $300K - $350K