Original listing text, shown exactly as published by the company.
Key Responsibilities
- Drive expansion within the installed base by uncovering new use cases, additional business units, and incremental seat and product growth.
- Own and execute a consistent, strategic sales process across the customer lifecycle, including discovery, value articulation, objection handling, commercial structuring, and close.
- Maximize customer value realization by deeply understanding objectives, success metrics, and adoption patterns, and aligning Ironclad’s capabilities to those outcomes.
- Maintain strong commercial rigor through disciplined pricing, packaging, and deal structuring in partnership with Revenue Operations, Legal, and Finance.
- Own renewal and expansion forecasting for your portfolio, maintaining accurate pipeline hygiene in sales tools and reporting progress to targets.
- Collaborate cross-functionally with Customer Success, Implementation, Support, Product, and Marketing to ensure seamless execution and long-term partnership success.
- Monitor account health and risk signals using data and qualitative feedback, prioritizing actions that mitigate churn, protect GRR, and support durable NRR growth.
- Serve as a trusted advisor by bringing best practices, product capabilities, and roadmap insights to influence strategic customer decisions and expansion outcomes.
- Document and share customer insights and trends with internal stakeholders to inform product direction, packaging, and go-to-market strategy.
- Continuously sharpen sales craft and product expertise by staying current on Ironclad’s offerings, competitive landscape, and the evolving needs of enterprise legal and business teams.
Skills & Qualifications
- At least 1 year of experience in a Sales role, preferably in B2B SaaS or a related high-growth environment.
- Proven track record owning and executing complex renewal motions end-to-end.
- Demonstrated ability to identify, build, and close upsell and cross-sell opportunities within an installed base.
- Strong commercial acumen, including pricing strategy, negotiation, and deal management.
- Data-driven mindset with the ability to analyze customer and product data and translate insights into actionable plans.
- High level of organization with strong pipeline management, forecast accuracy, and attention to detail.
- Experience working cross-functionally with Sales, Customer Success, Product, and Support teams to drive outcomes.
- Ability to manage multiple accounts and priorities in a fast-paced, high-growth environment.
- Excellent written and verbal communication skills, including comfort navigating multiple stakeholders and executive audiences.
- Trusted advisor mindset, balancing customer advocacy with commercial outcomes, and a proactive, ownership-driven approach focused on execution and results.
CompensationOTE Range: $140,000 - $165,000 • Offers Equity • Offers Commission
The actual OTE offered for this position will depend on numerous factors, including individual proficiency, anticipated performance, and the location of the selected candidate.
Our OTE is just one component of Ironclad’s competitive total rewards package, which also includes equity awards (a new hire grant, along with opportunities for additional awards throughout your tenure), competitive health and wellness benefits, and a commitment to career growth and development.
