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Ivo · 1 month ago

Customer Expansion Lead

San Francisco, California

Full-time

Onsite

Senior Level

5+ years exp

Ivo is a company that powers contract workflows with its AI Contract Review tool and is looking for a Customer Expansion Lead. The role involves building and scaling the expansion motion from scratch, identifying opportunities for growth within existing accounts, and collaborating with various teams to enhance product adoption and customer engagement.

Artificial Intelligence (AI)LegalLegal Tech

Responsibilities

Go out into our customer world and find and win expansion opportunities

Experiment - learn what is and isn’t working, iterate, pivot and start to create repeatable motions

Partner with Account Executives, CSMs, and RevOps to identify whitespace opportunities by function, geography, and business unit

Partner w/ Marketing to create tailored expansion campaigns and internal enablement materials to help the field sell deeper and wider

Work hand-in-hand with Product and Marketing to shape new offerings based on customer insight

Build the analytics to measure expansion potential, pipeline, and revenue impact — and iterate fast

Develop the strategy, systems, and playbook for expanding adoption of our AI Contract Review and Repository products across existing accounts

Once proven, help us scale it, through people, processes and systems

Qualification

Customer expansionSales experienceProduct fluencyData-driven judgmentCross-functional collaborationLeadership potentialResilienceCustomer curiosity

Required

A builder's mindset

Experience selling into complex enterprises (ideally 5+ yrs selling into complex enterprises)

Direct experience with expansion is a bonus. You know how to navigate global, multi-entity organizations

You're skilled at mapping org structures, identifying champions, and creating momentum across disconnected teams

You've built or scaled motions that increased product penetration, multi-product adoption, or global footprint within large accounts. Or you've put together new business deals that have included different products across disconnected / decentralized teams / orgs

Product fluency and credibility

You're eager to become an expert in our AI Contract Review and Repository products — and have experience doing compelling demos, tailoring conversations to different audiences, and translating product capabilities into customer outcomes

Experience across the sales funnel

Background in SDR or new business roles is a strong plus — you know how to prospect, generate demand, and create pipeline from scratch, not just manage what already exists

Exceptional cross-functional collaboration

You work fluidly with Account Executives, CSMs, Marketing, and Product to identify whitespace, coordinate plays, and deliver a unified customer experience

Customer curiosity and commercial creativity

You uncover unmet needs, spot patterns across industries and regions, and translate insights into compelling expansion strategies and narratives

Data-driven judgment

You can quantify opportunity, build visibility into expansion pipeline and impact, and make smart decisions fast

Leadership potential

You can inspire others, build process where none exists, and eventually lead and scale a high-performing team around a shared mission

Resilience and persistence

You're energized by complexity, patient enough to win over large organizations, and relentless about finding paths to 'yes.'