Director of Partner Management

Contracts are the oldest business technology in human history. They allow us to collaborate: they define what we promise each other, how we work together, and what happens when things go wrong.
Ivo builds AI products that helps companies like Meta, Uber, IBM, Intel, DoorDash, Mitsubishi Electric, and Coinbase solve their most difficult contracting problems. We think that large language models have created an opportunity to fundamentally change how businesses collaborate with each other.
At Ivo you will work on challenging problems with colleagues who have high standards for each other, move fast, and care deeply about their craft.

Ivo is hiring a Director of Partner Management to build and lead our partner engine, turning strategic relationships into a scalable, revenue-generating growth channel at a pivotal moment for the company. Reporting to our VP of Partnerships, you'll have high visibility across the organization and the autonomy to define and execute our partnership strategy—owning end-to-end ecosystem development across legal tech, enterprise software, and AI-driven markets.

You will be a strategic builder and operator: mapping the legal and procurement ecosystem, prioritizing high-leverage partner types (SIs, advisory firms, technology integrations, channel/reseller programs, and trusted advisor networks), activating key relationships, and creating repeatable motions that drive qualified pipeline, adoption, and ARR with low CAC.

• Define & Execute Partner Strategy: Own Ivo's end-to-end partner engine alongside leadership—map the legal tech ecosystem, prioritize high-leverage partner types, and build repeatable motions that drive scalable ARR.

• Build Channel & Revenue Partnerships: Launch and scale referral, reseller, and co-sell programs; design incentive structures, attribution models, and co-selling frameworks that generate qualified pipeline and predictable revenue.

• Develop VC & Trusted Advisor Channels: Manage bespoke high-trust referral channels—VC-led warm intros, Big Four advisory relationships, law firm alliance teams—with quality-focused metrics (conversion, time-to-value, repeat referrals) that protect credibility.

• Drive Ecosystem & Integration Partnerships: Identify and activate strategic tech integrations that embed Ivo into legal and procurement workflows; collaborate with Product and Engineering to prioritize features that boost retention and position Ivo as core infrastructure.

• Enable Partners & Build Operations: In partnership with Sales, RevOps, and Marketing, create onboarding, certification, enablement, and co-marketing programs; establish KPIs (pipeline influence, partner-sourced revenue, ROI) and own partner performance end to end.

• Hire, Develop & Coach the Team: Set the standard for what great looks like, build the playbooks others run, and develop Partner Managers who can own increasingly complex relationships independently.

• Use AI as a Force Multiplier: Power user of tools like Claude, ChatGPT, Clay, Gong, and similar—applied to account planning, partner outreach, meeting prep, and data enrichment workflows.

• Demo Ivo Credibly: Present Ivo Intelligence, Review, and Assistant to partner sellers, SAs, and end-customer legal and procurement audiences after a short ramp.

• Feed Market Intelligence Back In: Monitor legal tech and AI trends, represent Ivo in ecosystem events, and bring structured signal to Product, Sales, and Leadership to shape roadmap and GTM positioning.

• 7-10 years in partnerships, business development, channel sales, or alliances at a B2B SaaS company, with at least 3 years leading partner programs or teams in high-growth environments.

• Proven success building and scaling partner motions (channel/revenue, integrations, strategic alliances) that deliver measurable pipeline and ARR.

• Track record sourcing, negotiating, onboarding, and managing partners—resellers, ISVs, advisory firms, VCs—to drive qualified leads, adoption, and retention.

• Experience designing incentive structures, enablement programs, attribution models, and performance reporting to create predictable, data-driven partner channels.

• Sharp commercial instincts and a clean forecast; you know what is real, what is not, and how to call it.

• Strong executive presence and communication; you write the QBR deck, run the QBR, and follow it up with a one-pager that drives action.

• Comfortable in CRM and partner ecosystem tooling (Salesforce, Crossbeam, Reveal, partner portals).

• You write crisp, structured prose and translate complex ideas for technical and non-technical stakeholders alike.

• Experience selling into or partnering with legal, procurement, or finance buyers (GC/CLO/legal ops).

• Background in high-trust referral channels—VC networks, trusted advisor communities.

• Prior early-stage or scale-up experience where you built process from scratch.

• Familiarity with PRM tools and methodologies for measuring partner ROI.

• Would describe yourself as being relentlessly resourceful.

• You 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!

• Competitive Compensation: Final offer details are determined based on experience, expertise, and overall fit.

• Equity: Meaningful ownership in a company that's scaling fast

• Health & Wellness: Comprehensive medical, dental, and vision plans to suit the needs of you and your family.

• Flexible Spending & Insurance: Access to HSA and FSA accounts, plus life insurance coverage.

• 401(k) Program: Save for the future with our 401(k) program.

• Commuter Benefits: We help 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.

• Office Perks: Enjoy a 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.

FAQ

• What stage of growth is Ivo at?: We recently raised our Series B after growing 6x in 12 months.

• Is this a chill gig?: Startups are very hard, especially if they’re growing fast. You’ll have a ton of responsibility, and there’s always an enormous amount of stuff to do. It’s hard work but the payoff is uncapped.

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