What are the responsibilities and job description for the Head of Enterprise Sales position at Ivo?
Ivo has the best AI native products in a massive category - enterprise contracts. After raising our Series A at the end of 2024, we grew 6x in 2025, closed 50 six-figure deals in 2025, signed our first seven-figure enterprise customers, and brought on many of the best enterprise logos in the world (e.g. Uber, IBM, Reddit, Pinterest, CDW, Canva, DoorDash, General Motors).We built our initial enterprise sales motion, SDR function, and enterprise AE team—and it works. But what got us here will not get us where we’re going.In 2026, we are scaling a category-defining solution: Contract Repository & Intelligence—a platform with broad, C-suite-level impact across the enterprise. Our goal is ambitious and clear:Become the default for the Fortune 500To do that, we’re hiring an Enterprise Sales Leader to take a strong foundation and scale it into a world-class global enterprise sales engine.This is a builder role—for someone who wants to design, hire, sell, lead, and ultimately create a generational company.What You’ll Do1. Scale the Enterprise Sales OrganizationOwn and evolve Ivo’s enterprise sales strategy, aligned to our Contract Repository & Intelligence platformHire and ramp 10 additional enterprise AEs globally in 2026Continue to build the enterprise support ecosystem (SDRs, sales engineers, solutions/legal specialists, enablement)Hire and develop an Enterprise Sales Manager to support a growing team2. Learn While LeadingSell some of your own deals early - this isn’t because we need you to bring personally to carry an IC quota. This is because we believe the only real way to learn the motion, product and market is to do it yourself. If you don’t believe in this philosophy, this isn’t the right home for you.Partner w/ your AEs to co-sell strategic, high-stakes, Fortune 500 opportunitiesUse firsthand selling experience to:Refine messaging and positioningPressure-test the sales processBuild credibility and trust with the teamLead from the front—this is not a “from the sidelines” role3. Build the Next-Gen Enterprise Sales MotionRedesign our sales process to fully reflect:Multi-product enterprise sellingExecutive-level value (CIO, CLO, COO, CFO)Many different use cases and stakeholder groups, many of which we are still learningComplex buying committees and long-term platform adoptionPartner deeply with:Product (roadmap feedback from real enterprise usage)Marketing (ABM, Fortune 500 targeting)Customer Success & Professional Services (enterprise onboarding and expansion)Drive repeatability, not heroics4. Hiring & Recruiting has to be a SuperpowerPersonally attract, close, and onboard top-tier enterprise sales talentBuild a bench of future leaders—not just closersSet the cultural bar for:World ethicCuriosityAccountabilityCraftsmanship in enterprise sellingDeveloping and supporting each other5. Build “The Ivo Enterprise Dream House”Take a solid foundation and a big vision—and architect the futureDesign the org structure, operating cadence, and leadership model we’ll still be proud of in 5 yearsScale without losing what made us successful in the first placeWhat We’re Looking ForMust-Have ExperienceProven success building and scaling enterprise sales teams at a high-growth B2B SaaS companyTrack record of closing six- and seven-figure deals with large enterprises / Fortune 500sExperience hiring and managing global enterprise AEsComfort selling complex deals over 6-9 month sales cyclesExperience being a true operator, not just a strategistMust-Have MindsetBuilder energy — you get excited by blank whiteboardsPlayer-coach mentality — you believe leaders should also be able to sell. To be clear, this isn’t a player-coach role. But you need that mindset for at least the next yearTalent magnet — great reps want to work for youProcess-oriented but not rigid — you value rigor, not bureaucracyHigh standards, high confidence, high EQ — demanding, collaborative, and deeply curiousWhy This Role Is SpecialYou’ll help define a category, not just optimize a funnelYou’ll sell a product that genuinely changes how enterprises operateYou’ll look back in 2-3 years and have closed at least half the Fortune 500You’ll leave behind a scalable enterprise sales machine—not just numbers on a board slide