Head of EMEA Sales

Icehouseventures; Greater London; On-site; GBP 150,000 - 210,000; Full time

Job summary

Ivo is seeking a leader to build and own the GTM for the UK and EMEA, establishing a scalable pipeline engine and a high-performing sales culture. You will hire and coach Account Executives, align cross-functional teams, and drive enterprise opportunities in a fast-growing, AI-driven contract intelligence platform.

You will influence where to invest in sales, marketing, and partnerships, reporting to the Head of Sales and shaping the region's commercial strategy from the ground up.

Qualifications

• You've taken a US company's GTM into a new market and built something real - you know what it takes to establish a brand, develop a team, and close enterprise deals in unfamiliar territory.
• You think carefully about how AI changes the sales motion and have a strong point of view on what works.
• You've built something from limited resources before and have the instincts to show for it.

Responsibilities

• Define how we go to market across the UK and EMEA and build the commercial foundation for scale.
• Create predictable pipeline by aligning outbound, SDRs, marketing, events, partnerships, and leadership relationships.
• Hire exceptional Account Executives and establish cadence for coaching, deals, forecasting, and pipeline reviews.

Job description

About 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.

The Opportunity

Ivo has built AI-native products in the enterprise contracts category, with strong market validation from leading companies including Uber, Meta, IBM, Intel, Reddit, Pinterest, CDW, Canva, and DoorDash. Since raising our Series A, we’ve grown 6x in 2025, closed our Series B, and signed many seven-figure enterprise customers. Our US team is already winning: in Q2, our fully ramped US AEs averaged 186% of quota, with 100% quota participation.

The opportunity now is to establish Ivo as the category leader across EMEA. You’ll build awareness, create a scalable pipeline engine, hire and develop the team, and own the region’s commercial strategy and execution from the ground up. You’ll own EMEA end-to-end - the strategy, the team, the culture, and the number - and report directly to the Head of Sales.

This isn't a role where the playbook is handed to you. You'll be figuring out what works in a new market, building and coaching the team that executes it, and making the case internally for what EMEA needs to win.

What You’ll Do

• This is a true build role. You’re not inheriting an established region, a recognized brand, or a mature pipeline engine. You’ll define how we go to market across the UK and EMEA and build the commercial foundation the business will scale on. Your first priority is creating predictable pipeline—bringing together outbound, SDRs, marketing, events, partnerships, and executive relationships into a repeatable growth engine. You’ll know the numbers behind the business, understand which levers drive ARR, and make pipeline generation a core part of how the entire team operates. A meaningful part of your time will be spent in deals. You’ll join pre-trial alignment calls, help your team navigate complex buying groups, and step into strategic opportunities when it makes a difference. This isn't about carrying a quota long-term - it's because firsthand experience is essential to coaching well and understanding what works in the EMEA market.
• You’ll hire exceptional Account Executives and create an environment where talented people do the best work of their careers. You’ll set a high bar, coach, and build the operating cadence, 1:1s, deal reviews, forecasting, and pipeline inspections, that helps good sellers become great ones. The culture you build in the early days will define this office.
• You’ll work closely with leadership across Sales, Marketing, Product, Legal Engineering, and Customer Success to make sure the region gets what it needs to succeed. You’ll bring clear opinions backed by customer conversations and data, and you’ll help influence where we invest as we continue to grow internationally.

What We're Looking For

• You’ve taken a US company's GTM into a new market and built something real - you know what it takes to establish a brand, develop a team, and close enterprise deals in unfamiliar territory.
• You think carefully about how AI changes the sales motion and have a strong point of view on what works.
• You’ve won over sophisticated, demanding buyers - the kind who do their homework, push back hard, and don't respond to a generic pitch.
• You're at your best when you're close to the action - building the strategy and executing it, coaching your team and being in deals alongside them.
• You pick things up fast, work hard without needing to be pushed, and have the intellectual horsepower to think through a novel market and the EQ to bring a small team with you.
• You've built something from limited resources before and have the instincts to show for it.