Account Executive

This is a fully remote position, open to applicants in New York.

📋 Description

• Take ownership of a designated territory encompassing upper mid-market and lower enterprise accounts, with full responsibility for both new business and expansion quotas.

• Manage the complete sales cycle: prospecting, qualifying leads, conducting discovery sessions, orchestrating evaluations, negotiating, and finalizing multi-stakeholder agreements.

• Establish Ironclad as a strategic platform rather than merely a point solution—linking our value proposition to revenue growth, risk mitigation, and operational efficiency.

• Navigate complex, multi-threaded sales cycles that involve Legal, Procurement, IT, Sales, Finance, and executive stakeholders.

• Collaborate closely with Solution Engineers to create customized evaluations and demonstrations that mirror prospects’ actual contract workflows and systems.

• Utilize partners and alliances (including implementation partners, GSIs, and advisory firms) to generate leads, co-sell, and enhance win rates within your territory.

• Contribute to early vertical and international initiatives, particularly in relevant areas such as Industrial and International Growth segments.

• Focus on account prospecting as an Account Executive, employing data and segmentation to prioritize accounts and concentrate efforts for maximum impact.

• Provide accurate forecasts and maintain disciplined deal management in Salesforce, ensuring clear visibility into pipeline, risks, and opportunities.

• Engage collaboratively with cross-functional teams including Marketing, Sales Development, Customer Outcomes, Product, and Partnerships to enhance coverage, messaging, and go-to-market strategies in the Select segment.

• Serve as the voice of the customer, relaying feedback from your accounts to the Product and GTM teams to influence roadmap development and positioning.

⛳️ Requirements

• A minimum of 6 years of quota-carrying experience in B2B SaaS sales, demonstrating a history of meeting or surpassing annual sales targets.

• Experience in selling to upper mid-market and lower enterprise segments (approximately 1,000–7,000 employees), preferably with an average sales price of $100K or more.

• Proven success in managing multi-stakeholder, multi-threaded deals that involve Legal, Procurement, IT, and business leaders.

• A strong understanding of structured sales methodologies (such as MEDDICC, Challenger, or value-based selling) and the ability to drive disciplined deal execution.

• Demonstrated capability to generate pipeline through outbound prospecting, partner collaboration, and marketing initiatives—not solely reliant on inbound leads.

• Familiarity with contract lifecycle management (CLM), legal technology, or related fields (like sales technology or procurement/source-to-pay) is advantageous but not essential.

• Comfort in selling a platform with diverse use cases across various departments, rather than just a single-feature tool.

• Strong Salesforce management skills and experience utilizing data for managing a book of business and accurate forecasting.

🏝️ Benefits

• Comprehensive health coverage for employees (medical, dental, and vision), with 75% coverage for dependents and optional buy-up plans available.

• Leading leave policies, including gender-neutral parental leave and compassionate leave.

• Family planning support through Maven for you and your partner.

• Flexible paid time off—take the time you need, as needed.

• Monthly stipends for wellbeing, hybrid work, and, if applicable, cell phone use.

• Mental health support via Modern Health, including therapy, coaching, and digital resources.

• Pre-tax commuter benefits for US employees.

• 401(k) plan with Fidelity that includes employer matching for US employees.

• Regular team events to foster connections, recharge, and enjoy time together.

• Most importantly: the chance to help shape and build the company you aspire to work for.