Mid-Market Account Manager

Icehouseventures; San Francisco (CA); On-site; USD 80,000 - 120,000; Full time

Benefits offered by this job

Competitive base salary

Equity options

Comprehensive health coverage

401(k) Retirement Plan

Job summary

Icehouseventures, located in San Francisco, is seeking a Mid-Market Account Manager to oversee a portfolio of 75-100 mid-market accounts. This role is critical for managing renewals and uncovering upsell opportunities, directly impacting revenue growth.

The ideal candidate will have over 5 years of experience in account management within B2B SaaS and demonstrated success in quota-carrying positions. Additionally, strong stakeholder management skills and collaborative abilities are essential for success in this role.

Qualifications

• 5+ years of account management or sales experience in B2B SaaS.
• Proven track record in quota-carrying roles.
• Strong commercial acumen and collaborative capabilities.

Responsibilities

• Manage a portfolio of 75-100 mid-market accounts.
• Identify and close upsell and expansion opportunities.
• Facilitate collaboration across internal teams for value delivery.

Skills

B2B SaaS experience

Account management

Sales experience

Stakeholder management

Commercial acumen

Tools

CRM software

Job description

Why 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

We've already landed in some of the most influential organizations on the planet from nimble startups to Fortune 100 giants. Over 400 customers trust us to power their contract workflows, and our AI Contract Repository and Intelligence products are becoming mission-critical for legal and procurement teams at scale. As we scale, we need commercially sharp Account Managers who can run a high-velocity book of business, protecting and growing revenue without losing quality or pace. As a Mid-Market Account Manager, you'll be responsible for renewals, upsells, and expansion. You'll move fast, know where to spend your time based on health signals, renewal timing, and upsell potential, and run repeatable commercial motions that compound over time. This is a quota-carrying role with direct impact on Ivo's revenue from day one.

What You’ll Do

Own Your Book

• Manage a portfolio of 75-100 mid-market accounts and own retention and revenue growth while consistently meeting or exceeding expansion targets.
• Develop strong stakeholder management strategies by identifying, mapping and cultivating relationships across multiple functions and levels within customer accounts to mitigate risk, increase stickiness, and uncover growth opportunities.
• Run tight, proactive renewal cycles - starting conversations early, identifying risk before it becomes churn, and closing on time.
• Prioritize your book based on health signals, renewal timing, and upsell potential and drive the right conversations.

Grow Revenue

• Identify and close upsell and expansion opportunities across your accounts including new products and expanded use cases.
• Maintain accurate forecasts and pipeline hygiene in CRM in partnership with your manager, leadership and RevOps.

Partner Cross-Functionally

• Work closely with Customer Success Managers, Solutions Engineers, Legal Engineers and Implementation leads to ensure seamless coordination between value delivery and commercial strategy.
• Facilitate case studies, reference programs, and marketing initiatives helping Ivo win new business.

What We’re Looking For

• 5+ years of account management or sales experience in B2B SaaS, with a consistent track record in quota-carrying roles.
• Proven track record of managing and growing a large book of accounts simultaneously and knowing how to triage, prioritize, and run repeatable motions at pace.
• Account planning and multi-threading – you can assess your book, identify whitespace, map key contacts across teams, and orchestrate deals with multiple stakeholders.
• Strong commercial acumen comfortable navigating large contracts, pricing conversations and procurement processes.
• Collaborative operator who knows how to align internal teams (CS, Product, Legal, Finance) around customer needs and high-stakes renewals.

Bonus Points

• Experience in legal tech, contract management, or vertical SaaS.
• Familiarity with AI/ML products and the ability to translate technical capabilities into business value.
• Experience with complex deals involving legal, finance, and IT buying centers.

What We Offer

• Competitive compensation 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 – savings 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.

Ivo is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.