Ivo
Director, Revenue Enablement
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About Ivo:
Ivo has the best AI native products in a massive category - enterprise contracts. We’ve grown 6X in ARR over the last year and have brought on the best logos in the world (e.g. Reddit, Pinterest, CDW, Canva, Uber, IBM and many other of the best and most successful companies in the world). We just raised at $55M Series B. We have massive growth ambitions and a key part of realizing that is enabling our revenue teams to scale.
The Opportunity: Why This Role Exists:
Our product wins the majority of head-to-head trials. Our pipeline engine works—we're generating significant new pipeline each quarter. But we’ve done Enablement by committee and what’s gotten us here won’t get us where we are going.
In 2026, we’re hiring 20+ new business AEs, building an expansion motion & account management function, and making sure all our new customers are successful and love the product and the team. We recently released a game changing, differentiated & broad product called Ivo Intelligence.
You will build the Revenue Enablement function.
Your #1 KPI: Shorten ramp for AEs
Your #2 KPI: Shorten ramp for new Customer Success Managers & Account Managers
Your #3 KPI: Build the playbook to scale Intelligence, both within new business and expansion
What You'll Own
- Strategy & Leadership
- Build the Enablement Roadmap
- Partner with GTM leadership to create Ivo's enablement strategy aligned to revenue targets, deal velocity, and sales efficiency goals
- Lead the creation of GTM playbooks for established and launching products, including competitive positioning and enterprise sales frameworks
- Deliver data-driven insights on enablement effectiveness, rep performance improvement, and pipeline acceleration
- Define role-based competencies for AEs, CSMs, and AMs selling into Finance, Legal Ops, IT/Engineering, and Procurement buying centers across verticals
Launch Intelligence Product GTM
- Own the Intelligence sales playbook: positioning, demo narrative, ROI models for our differentiated non-vector architecture
- Train reps to sell multi-product solutions and navigate complex enterprise buying committees
- Build competitive intelligence programs to maintain win rates in head-to-head trials
Ramp Velocity
- Redesign onboarding as we rapidly scale (3-4/month through 2026) globally
- Build certification tracks: Review (established), Intelligence (net new), enterprise deal mechanics
Intelligence Product Playbook (Outcome: Meaningful Intelligence ARR by EOY 2026)
- Create GTM motion for our differentiated product
- Train reps on multi-threaded enterprise sales: Legal Ops + IT/Engineering + Procurement
- Build ROI models, discovery frameworks, and objection handling for 6-figure contracts
Scalable Content & Tools
- Build content library providing customer-facing teams with resources at every buyer journey stage: talk tracks, battle cards, ROI calculators, case studies, demo environments
- Drive integration of technology tools (Gong, Salesforce, enablement platforms) to capture insights and improve outcomes
- Ensure scalability of initiatives while maintaining consistency across growing global team
Operational Rigor
- Implement deal qualification frameworks
- Build pipeline hygiene discipline
- Reduce trial inefficiency
Define and Track Success Metrics
- Track KPIs: certification completion rates, time-to-first-deal, ramp velocity, win rates, content usage, pipeline velocity, ASP increases
- Measure enablement ROI through rep performance improvements, deal cycle reduction, and revenue impact
- Lead quarterly business reviews (QBR) to ensure alignment of enablement efforts with overall revenue goals
What You Bring
- 10+ years in Sales Enablement and GTM strategy or Sales Leadership at B2B SaaS, including scaling to $100M+
- Built 0→1 enablement at hypergrowth B2B SaaS focused for sellers serving primarily Enterprise segments
- Solutions Engineer or AE/AM background (you’ve been in the seat before)
- Owned and built enablement for new product launch
- Demonstrably shortened ramp cycles at scale (you've hired/ramped 15+ AEs in 12 months)
- Used AI tools to augment your workload - what 4 years ago took you + 2 coordinators you can now do solo in one third of the time
- Enterprise sales fluency: Fortune 500 buyers, 6-9 month cycles, $100K+ ACV deals, multiple decision makers
- AI-native mindset: comfortable teaching LLM prompting, agentic workflows, AI-powered sales tools
Preferred:
- Built sales academies, certification programs, or competency frameworks
- Deep Gong/Salesforce/enablement platform expertise
- Legal tech, vertical SaaS, or technical product sales experience
Profile we think will be successful:
- Solutions Engineer or AE → Enablement progression (you understand technical sales)
- Hypergrowth SaaS background
- Storytelling + systems thinking (you build frameworks, not just slide decks)
- Hands-on builder mentality (you ship fast, iterate based on data)
First 90 Days: What Success Looks Like
- Month 1 (Foundation)
- Audit enablement gaps: shadow sales calls, interview AE/CSM/leader, baseline metrics with RevOps
- Ship Week 1 onboarding overhaul for AE cohort (2-4 new hires/month)
- Establish foundation: understand current state (ramp time, win rates, pipeline health, forecast accuracy)
- Month 2 (Build)
- Launch Intelligence sales playbook v1.0
- Establish operating rhythm monthly win/loss analysis, quarterly certifications
- Month 3 (Scale)
- Measure ramp improvement
- Validate playbook effectiveness
- Scale the function
- Your Trajectory: This is the founding enablement hire with a path to VP as we scale from to 100+ GTM FTEs over the next two years
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.
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.
Can I work remotely?
We require candidates to work with us in-person 5 days a week in our San Francisco office.
Ivo San Francisco, California, USA Office
San Francisco, CA, United States
What you need to know about the San Francisco Tech Scene
San Francisco and the surrounding Bay Area attracts more startup funding than any other region in the world. Home to Stanford University and UC Berkeley, leading VC firms and several of the world’s most valuable companies, the Bay Area is the place to go for anyone looking to make it big in the tech industry. That said, San Francisco has a lot to offer beyond technology thanks to a thriving art and music scene, excellent food and a short drive to several of the country’s most beautiful recreational areas.
Key Facts About San Francisco Tech
- Number of Tech Workers: 365,500; 13.9% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Google, Apple, Salesforce, Meta
- Key Industries: Artificial intelligence, cloud computing, fintech, consumer technology, software
- Funding Landscape: $50.5 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Sequoia Capital, Andreessen Horowitz, Bessemer Venture Partners, Greylock Partners, Khosla Ventures, Kleiner Perkins
- Research Centers and Universities: Stanford University; University of California, Berkeley; University of San Francisco; Santa Clara University; Ames Research Center; Center for AI Safety; California Institute for Regenerative Medicine
