Original listing text, shown exactly as published by the company.
About the Role
As an Account Executive, Select, you will own a territory of high-potential accounts in the upper mid‑market / lower enterprise band. You’ll be responsible for driving new business acquisition and expansion across your patch, from prospecting and pipeline generation through close.
You’ll run full-cycle, complex SaaS deals: discovering business pain, orchestrating multi-stakeholder evaluations, partnering closely with Solution Engineering and partners, and building compelling business cases that tie Ironclad to measurable outcomes for Legal, Procurement, Sales, and IT.
This is a highly visible, quota-carrying role where you’ll help define how Ironclad wins in Select — including how we segment territories, collaborate with partners, and refine vertical plays.
What You Will Be Doing
- Own a Select territory of upper mid‑market / lower enterprise accounts, with full accountability for new business and expansion quota
- Drive full-cycle sales: prospect, qualify, run discovery, orchestrate evaluations, negotiate, and close multi-stakeholder deals
- Position Ironclad as a strategic platform, not just a point solution — tying our value to revenue acceleration, risk reduction, and operational efficiency
- Run complex, multi-threaded deal cycles that engage Legal, Procurement, IT, Sales, Finance, and executive sponsors
- Partner closely with Solution Engineers to design tailored evaluations and demos that reflect prospects’ real contract workflows and systems
- Leverage partners and alliances (implementation partners, GSIs, and advisory firms) to source pipeline, co-sell, and increase win rates in your territory
- Contribute to early vertical and international plays, especially in Select-relevant areas like Industrial and International Growth segments
- AE focused prospecting, using data and segmentation to prioritize accounts and focus efforts where you can have the biggest impact
- Forecast accurately and run disciplined deal management in Salesforce, providing clear visibility into pipeline, risks, and upside
- Collaborate cross-functionally with Marketing, Sales Development, Customer Outcomes, Product, and Partnerships to improve coverage, messaging, and GTM motion in the Select segment
- Act as the voice of the customer, bringing feedback from your accounts back into Product and GTM teams to help shape roadmap and positioning
Who You Are
- Experienced enterprise / upper mid‑market seller. You’ve sold B2B SaaS into multi-stakeholder environments and are comfortable navigating deals with both business and technical buyers.
- Fluent in complex deal cycles. You know how to multi-thread, get to power, lead evaluations, and drive consensus in 6–9+ month cycles — while still moving with urgency.
- Strategic and curious. You enjoy understanding how organizations work end-to-end (Legal, Procurement, IT, Sales, Finance) and tying your solution to real business outcomes.
- Partner-friendly. You know how to collaborate with partners (SIs, advisory, or implementation partners) and see them as an extension of your GTM motion, not a parallel track.
- Builder mindset. You’re energized by the idea of helping define what “great” looks like in a newer segment (Select), including territory strategy, playbooks, and best practices.
- Collaborative teammate. You share what works, ask for help when you need it, and contribute to a culture of high performance, empathy, and continuous improvement.
- Clear and persuasive communicator. You can simplify complex concepts for executives and practitioners, and you’re comfortable presenting to senior stakeholders.
Key Skills & Experience
- 6+ years of quota-carrying experience in B2B SaaS sales, with a track record of meeting or exceeding annual targets
- Experience selling into upper mid‑market / lower enterprise segments (roughly 1,000–7,000 employees), ideally with ASP in 100K+
- Demonstrated success running multi-stakeholder, multi-threaded deals involving Legal, Procurement, IT, and business leaders
- Strong command of a structured sales methodology (e.g., MEDDICC, Challenger, value-based selling) and comfort driving disciplined deal execution
- Proven ability to generate pipeline via outbound prospecting, partner collaboration, and marketing programs — not purely reliant on inbound
- Experience working with or around contract lifecycle management (CLM), legal tech, or adjacent spaces (e.g., sales tech, procurement/source-to-pay) is a strong plus, but not required
- Comfort selling a platform with multiple use cases across departments, not just a single-feature tool
- Strong Salesforce hygiene and familiarity with using data to manage a book of business and forecast accurately
CompensationOTE Range: $250,000 – $300,000 with equity on top
The OTE range represents the minimum and maximum of the On-Target Earnings range for this position based at our San Francisco headquarters. 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.
