Head of EMEA Sales

WHY JOIN IVO?

Every civilization runs on the same infrastructure: agreements between people who don't fully trust each other. Sumerians pressed them into clay. Romans carved them into stone. We bury them in 80-page PDFs.

The way those agreements are reviewed hasn't changed in four thousand years - a human reads the whole thing and tries not to miss anything. We're building the AI that finally changes that. Ivo is the contract intelligence platform of choice for companies like Uber, Meta, Canva, IBM, and Shopify. We recently raised our Series B and have grown 800% over the last 12 months.

THE OPPORTUNITY

Ivo has built AI-native products in the enterprise contracts category, with strong market validation from leading companies including Uber, Meta, IBM, Intel, Reddit, Pinterest, CDW, Canva, and DoorDash. Since raising our Series A, we’ve grown 6x in 2025, closed our Series B, and signed many seven-figure enterprise customers. Our US team is already winning: in Q2, our fully ramped US AEs averaged 186% of quota, with 100% quota participation.

The opportunity now is to establish Ivo as the category leader across EMEA. You’ll build awareness, create a scalable pipeline engine, hire and develop the team, and own the region’s commercial strategy and execution from the ground up. You'll own EMEA end-to-end - the strategy, the team, the culture, and the number - and report directly to the Head of Sales.

This isn't a role where the playbook is handed to you. You'll be figuring out what works in a new market, building and coaching the team that executes it, and making the case internally for what EMEA needs to win.

WHAT YOU'LL DO

• This is a true build role. You’re not inheriting an established region, a recognized brand, or a mature pipeline engine. You’ll define how we go to market across the UK and EMEA and build the commercial foundation the business will scale on. Your first priority is creating predictable pipeline—bringing together outbound, SDRs, marketing, events, partnerships, and executive relationships into a repeatable growth engine. You’ll know the numbers behind the business, understand which levers drive ARR, and make pipeline generation a core part of how the entire team operates.A meaningful part of your time will be spent in deals. You’ll join pre-trial alignment calls, help your team navigate complex buying groups, and step into strategic opportunities when it makes a difference. This isn't about carrying a quota long-term - it's because firsthand experience is essential to coaching well and understanding what works in the EMEA market.

• You’ll hire exceptional Account Executives and create an environment where talented people do the best work of their careers. You’ll set a high bar, coach, and build the operating cadence, 1:1s, deal reviews, forecasting, and pipeline inspections, that helps good sellers become great ones. The culture you build in the early days will define this office.

• You’ll work closely with leadership across Sales, Marketing, Product, Legal Engineering, and Customer Success to make sure the region gets what it needs to succeed. You’ll bring clear opinions backed by customer conversations and data, and you’ll help influence where we invest as we continue to grow internationally.

WHAT WE'RE LOOKING FOR

• You've taken a US company's GTM into a new market and built something real - you know what it takes to establish a brand, develop a team, and close enterprise deals in unfamiliar territory.

• You think carefully about how AI changes the sales motion and have a strong point of view on what works.

• You've won over sophisticated, demanding buyers - the kind who do their homework, push back hard, and don't respond to a generic pitch.

• You're at your best when you're close to the action - building the strategy and executing it, coaching your team and being in deals alongside them.

• You pick things up fast, work hard without needing to be pushed, and have the intellectual horsepower to think through a novel market and the EQ to bring a small team with you.

• You've built something from limited resources before and have the instincts to show for it.

IVO MIGHT BE A GOOD FIT FOR YOU IF YOU:

• Would describe yourself as being relentlessly resourceful. http://www.paulgraham.com/relres.html

• You have a strong internal sense of urgency. You have a bias towards doing things today, rather than tomorrow.

• Experience working in a startup environment is preferred but not required.

• Are excited about the adventure of building a company!

WHAT WE OFFER

• Competitive Compensation: Final offer details are determined based on experience, expertise, and overall fit.

• Equity: Meaningful ownership in a company that's scaling fast

• Relocation and Visa Support: We also offer relocation assistance for successful applicants moving to SF, as well as support for visa and green card applications where applicable.

• Health & Wellness: Comprehensive medical, dental, and vision plans to suit the needs of you and your family.

• Flexible Spending & Insurance: Access to HSA and FSA accounts, plus life insurance coverage.

• 401(k) Program: Save for the future with our 401(k) program.

• Commuter Benefits: We help make getting to and from the office easier and more convenient.

• Unlimited PTO: So you can take the time you need to recharge, stay healthy, and bring your best self to work.

• Office Perks: Enjoy a vibrant Downtown San Francisco office with catered lunch five days a week, premium snacks and coffee, an in-building gym, and a dog-friendly environment.

FAQ

• What stage of growth is Ivo at?: 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.

Ivo is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.