Strategic Account Executive, West

The Strategic Account Executive is a quota-carrying role focused on winning new business and driving strategic expansion within Ironclad’s largest target accounts. This role sits within Ironclad’s enterprise go-to-market motion, managing a hyper-focused named account list of Global 2000 enterprises where deal complexity, multi-thread, and strategic alignment are paramount.

You will be responsible for running full-cycle, complex SaaS deals from first conversation through signature and beyond. You’ll partner with legal, procurement, sales, finance, IT, operations, and executive stakeholders to help manufacturers modernize how contracts move through the business.

Global 2000 organizations often operate across multiple business units, geographies, and supplier ecosystems, with high volumes of commercial agreements, procurement contracts, sell-side terms, and compliance-heavy workflows. In this role, you’ll help enterprises connect contracting transformations to measurable business outcomes such as accelerated revenue, reduced risk, streamlined global procurement, and operational scale.

You’ll orchestrate multi-stakeholder evaluations, partner closely with Solutions Engineering, Customer Outcomes, partners, and sales leadership, and build compelling business cases that position Ironclad as a strategic platform decision.

This is a high-impact, high-visibility role for a seller who knows how to navigate complex organizations, create executive alignment, and land transformational deals in high complexity organizations.

What You’ll Do:

• Own a named account list of Global 2000 enterprises and drive net-new customer acquisition and expansion across strategic accounts

• Run full-cycle sales motions from outbound prospecting and discovery through evaluation, negotiation, close, and handoff

• Build and manage pipeline proactively, including developing your own opportunities through thoughtful outbound and account planning

• Navigate complex manufacturing organizations with multiple stakeholders across Legal, Procurement, Sales, Finance, IT, Operations, and executive leadership

• Lead highly orchestrated deal cycles with strong internal partnership across Solutions Engineering, Customer Outcomes, Marketing, Partnerships, and leadership

• Develop industry-relevant points of view and business cases that tie Ironclad to customer priorities such as process efficiency, risk reduction, compliance, supplier collaboration, and revenue acceleration

• Drive multi-threaded evaluations and help prospects build confidence in Ironclad as a scalable platform for enterprise contracting

• Maintain strong deal discipline, forecast accuracy, and follow-through throughout the sales process

• Serve as a strategic voice of the enterprise customer, guiding internal product, GTM, and executive teams on Global 2000 market requirements.

What We’re Looking For:

• 10+ years of closing sales experience in a similar capacity

• Experience selling SaaS in complex enterprise environments, including $1M ARR deals and/or sales into Fortune 2000 organizations

• Strong track record of creating and closing new business, with comfort generating your own pipeline and hunting into whitespace accounts

• Proven ability to run a hybrid enterprise sales motion, balancing virtual and on-site field cycles

• Master-level ability to navigate highly matrixed, multi-subsidiary global enterprises with complex buying centers and centralized IT/Procurement gates.

• Ability to engage multiple buying centers and tailor value to different stakeholders, from functional leaders to the C-suite

• Curiosity and genuine interest in Ironclad’s product, mission, and market

• Strong business acumen, attention to detail, and the ability to connect day-to-day customer pain to broader transformation goals

• Excellent communication skills and consistent follow-through with customers and internal partners

• Highly collaborative working style and willingness to contribute beyond your own deals

• Coachable, adaptable, and comfortable giving and receiving feedback

• CLM and/or CPQ experience preferred

• Comfortable traveling to customers; travel of 25%+ expected
  

Why This Role?

This is an opportunity to partner with some of the most operationally complex organizations in the market. If you thrive in strategic sales and want to help companies transform how critical agreements move through the business, this is the seat.

OTE Range: $330,000 - $350,000 OTE

The OTE range represents the minimum and maximum of the OTE range for this position based at our San Francisco headquarters. The 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.

US Full-Time Employee Benefits at Ironclad:

• 100% health coverage for employees (medical, dental, and vision), and 75% coverage for dependents with buy-up plan options available

• Pre-tax commuter benefits (US Employees)