Manager/Director, SDR

Why Ivo?

Contract negotiation is the most time-consuming, costly, and difficult component of the contract lifecycle—and it hasn’t gotten much easier since the days of fax machines.

Large language models have unlocked the ability to solve many contract negotiation problems at scale. Our product is best-in-market (we have an 85%+ h2h trial win rate) and used by some of the leading companies in the world.

Overview:

We’re looking for an exceptional Business Development leader to: 

(1) Lead a team of BDRs to create qualified opportunities for the sales team, 

(2) Train other members of the BDR team, and 

(3) take on operational and administrative tasks to help the BDR team perform and exceed their pipeline goals. 

You will be a source of knowledge and best practices amongst the BDRs, and will help to train, onboard, and mentor new BDRs. 

As one of the early leaders on the GTM team, you’ll have a massive impact on shaping Ivo’s sales motion and defining what “world-class prospecting” looks like for our category.

What You’ll Do

• Hire, train, and lead a high-performing SDR team to meet and exceed qualified pipeline targets.

• Develop and optimize outbound sequences, messaging, and tools in collaboration with Marketing and Sales.

• Oversee inbound lead management by partnering with Marketing to ensure timely response, clear qualification standards, and campaign follow-up strategy and to improve opportunity management and qualification processes.

• Implement metrics and dashboards to track SDR performance, activity levels, and conversion rates.

• Actively drive performance/productivity KPIs by conducting 1 on 1 coaching/ goal setting, problem solving, and assist with identifying performance and market trends.

• Collaborate with AEs to ensure seamless handoff of qualified opportunities.

• Represent Ivo at events and field marketing activities, proactively engaging prospects, building authentic relationships, and converting conversations into opportunities.

• Help grow and track the events pipeline by ensuring all leads from event attendance, webinars, and sponsorships are captured, qualified, and actively followed up on.

• Coach SDRs on call execution, email personalization, objection handling, and prospecting best practices.

• Experiment with new channels (e.g., video, social selling, AI tools) to improve engagement rates.

• Build a culture of accountability and motivation, celebrating wins and learning from losses.

What We’re Looking For

• 3–6+ years of experience in B2B SaaS sales, with 2+ years in SDR management or team lead roles.

• Track record of building and leading a team that consistently meets/exceeds goals

• Excellent communication skills

• Attract, hire, develop, and retain top BDR talent

• Passion for coaching and developing early career talent

• Strong understanding of sales funnels, pipeline metrics, and CRM hygiene (experience with HubSpot, Salesforce, or similar).

• Data-driven, operationally strong, and comfortable working with early processes.

• Excellent communicator and coach — you know how to motivate people and turn good SDRs into great ones.

• A player-coach mentality — willing to roll up your sleeves when needed.

• Passion for legaltech or productivity software is a plus.

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.