Sales Manager, Mid-Market

Icehouseventures; San Francisco (CA); On-site; USD 242,000 - 328,000; Full time

Benefits offered by this job

Relocation assistance

Visa support

Medical benefits

Unlimited PTO

Downtown SF office

Job summary

Ivo in San Francisco is seeking a Mid‑Market Sales Manager to own growth of a key revenue segment. You’ll hire and develop AEs, scale outbound, and establish operating cadences to drive 4–5x pipeline and ARR.

You’ll partner with Marketing, SDRs, RevOps, and leadership to forecast, coach, and raise the standard of execution. This role combines leadership with hands‑on selling and a path to shape the team and process as Ivo scales.

Qualifications

• Proven top‑performing AE to leadership path.
• Experience leading 6–8 AEs in SMB/Commercial/Mid‑Market.
• Deep Mid‑Market selling experience from pipeline to closing.
• Experience managing multiple sales motions and six‑figure ACVs.
• Strong operating discipline: forecasting, pipeline, ARR metrics.

Responsibilities

• Hire and develop AEs, establish ramp programs.
• Build repeatable outbound motion in partnership with Marketing.
• Create operating cadence for 1:1s, deal reviews, forecast calls.
• Coach with data, call reviews, and performance metrics.
• Partner with RevOps to build a trusted forecasting model.
• Own pipeline growth and ARR outcomes.

Skills

Top-performing AE

Team leadership

Mid-Market sales

Forecasting

Data-driven decisions

Tools

Caliber

Letter AI

Job description

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.

The Opportunity

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.

What You’ll Do

• 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 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.
• 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 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.

What We’re Looking For

We’re looking for a sales leader who has built credibility the right way: by being an exceptional seller first and then scaling that expertise through others. This role requires someone who understands the craft of selling, knows how to develop talent, and has experience building the systems and operating rhythms that allow a team to consistently perform.

Experience

• 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.

How You Operate

• You are 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.
• You use data and observation to diagnose problems and know which levers to pull, whether improving pipeline generation, deal execution, win rates, or rep performance.
• You 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.
• You attract and retain exceptional talent because high‑performing sellers want to learn from you and work on your team.
• You value process and rigor, but understand that great systems enable execution, they do not create unnecessary complexity.
• You 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.

Compensation And Benefits

• Competitive Compensation: The approximate salary for this role is $285k (excluding equity). Final offer amounts are determined by multiple factors, including experience and expertise, and may vary from the amounts listed above.
• Relocation and Visa Support: We also offer relocation assistance for successful applicants moving to SF, as well as support for visa and green card applications where applicable.
• Medical benefits: Comprehensive medical, dental and vision plans to suit the needs of you and your family.
• Unlimited PTO: So you can take the time you need to recharge, stay healthy, and bring your best self to work.
• Office extras: Generous office space in Downtown San Francisco, with snacks, coffee and regular team building events and activities.

Faq

How far along are we?

We launched in early access in 2023. Since then, we’ve had an incredible response from the market and are growing rapidly. We 6x’d in ARR in the last 12 months. Our clients include companies like Uber, Reddit, IBM, Canva, Pinterest, WordPress, and more. We're happy to share more details with candidates who go through our interview process.

Can I work remotely?

We require employees to work with us in‑person 5 days a week in our San Francisco office.