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. We’ve hired 12+ AEs and they’ve ramped successfully and are exceeding quotas. 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 truly game changing, differentiated & broad product called Ivo Intelligence.
You will build the Revenue Enablement function.
Your #1 KPI: Effective ramp & over-attainment for new AEs.
Your #2 KPI: Effective ramp & over-performance 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 & LeadershipBuild the Enablement RoadmapPartner with GTM leadership to create Ivo's enablement strategy aligned to revenue targets, deal velocity, and sales efficiency goalsLead the creation of GTM playbooks for established and launching products, including competitive positioning and enterprise sales frameworksDeliver data-driven insights on enablement effectiveness, rep performance improvement, and pipeline accelerationDefine 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 architectureTrain reps to sell multi-product solutions and navigate complex enterprise buying committeesBuild 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) globallyBuild 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 productTrain reps on multi-threaded enterprise sales: Legal Ops + IT/Engineering + ProcurementBuild 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 environmentsDrive integration of technology tools (Gong, Salesforce, enablement platforms) to capture insights and improve outcomesEnsure scalability of initiatives while maintaining consistency across growing global team
Operational Rigor
Partner with RevOps to implement deal qualification frameworks (MEDDPICC, Command of the Message—you choose)Build pipeline hygiene discipline (reps currently have 50-90 opps each)Reduce trial inefficiency—reps spend disproportionate time in white-glove POCs
Define and Track Success Metrics
Track KPIs: certification completion rates, time-to-first-deal, ramp velocity, win rates, content usage, pipeline velocity, ASP increasesMeasure enablement ROI through rep performance improvements, deal cycle reduction, and revenue impactLead 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 ($10M→$100M+ scaling stage) focused for sellers serving primarily Enterprise segmentsSolutions Engineer or AE/AM background you’ve been in the seat before)Owned and built enablement for new product launchDemonstrably 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 makersAI-native mindset: comfortable teaching LLM prompting, agentic workflows, AI-powered sales tools
Preferred:
Built sales academies, certification programs, or competency frameworksDeep Gong/Salesforce/enablement platform expertiseLegal 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 backgroundStorytelling + 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 10+ sales calls, interview AE/CSM/leader, baseline metrics with RevOpsShip Week 1 onboarding overhaul for AE cohort (4-6 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 and run company SKO for 30+ GTM teamLaunch Intelligence sales playbook v1.0 and run company SKO for 30+ GTM teamEstablish operating rhythm monthly win/loss analysis, quarterly certifications
Month 3 (Scale)Measure ramp improvementValidate playbook effectivenessScale 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.
