About this role.
Ironclad is seeking a Director of Strategic Enterprise Sales to lead a manufacturing-focused enterprise SaaS sales team. The leader will own pipeline discipline, forecasting, net-new acquisition, strategic-account expansion, sales-process optimization, and resource planning. This role includes recruiting, coaching, and managing experienced Account Executives while directly supporting complex enterprise deal execution. The ideal candidate brings more than 10 years of SaaS sales experience, at least 5 years of leadership experience, a history of quota attainment, and strong operational and interpersonal skills.
Role DNA
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Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
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Core skills
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Sample interview questions
I establish clear stage definitions, required exit criteria, weekly inspection rhythms, and leading indicators such as pipeline coverage, conversion rates, deal aging, and executive engagement. I combine CRM data with manager deal reviews to identify risks early, then use findings to improve qualification, resource allocation, and forecast confidence.
I would segment accounts by strategic fit, existing technology environment, contract complexity, and expansion potential. I would align account plans to manufacturing-specific business outcomes, build executive stakeholder maps, coordinate with marketing and customer success, and equip sellers with relevant use cases and proof points.
I coach through live deal strategy rather than only retrospective feedback. This includes validating business pain, multi-threading stakeholders, confirming mutual action plans, strengthening value cases, anticipating procurement and legal concerns, and helping reps engage executives at the right moments.
I define a scorecard that evaluates enterprise sales methodology, curiosity, coachability, business acumen, and evidence of sustained performance—not merely prior logos. Retention comes from transparent expectations, consistent coaching, attainable territory design, recognition, career development, and an accountable team culture.
I would begin by diagnosing performance through funnel metrics, win-loss feedback, call observations, and rep interviews. After identifying the constraint, I would pilot a focused change—such as tighter qualification or a revised deal-review process—measure its effect on conversion and cycle time, and scale it with enablement and manager accountability.
Ironclad is the leading AI contracting platform that transforms agreements into assets. Contracts move faster, insights surface instantly, and agents push work forward, all with you in control. Whether you’re buying or selling, Ironclad unifies the entire process on one intelligent platform, providing leaders with the visibility they need to stay one step ahead. That’s why the world’s most transformative organizations, from Rivian to the World Health Organization and the Associated Press, trust Ironclad to accelerate their business.
We’re consistently recognized as a leader in the industry: a Leader in the Forrester Wave and Gartner Magic Quadrant for Contract Lifecycle Management, a Fortune Great Place to Work, and one of Fast Company’s Most Innovative Workplaces. Ironclad has also been named to Forbes’ AI 50 and Business Insider’s list of Companies to Bet Your Career On. We’re backed by leading investors including Accel, Y Combinator, Sequoia, BOND, and Franklin Templeton. For more information, visit www.ironcladapp.com or follow us on LinkedIn.
Ironclad is looking for a Director, Strategic Enterprise Sales to help support our rapid scale and make an impact on our revenue goals. The ideal candidate has led a team selling SaaS in the Enterprise space.
What we are looking for:
Manage daily and weekly activities, pipelines, forecasts and closed deals to ensure repeatable, predictable above-quota results based on successful pipeline management.
Own a manufacturing-focused territory team and drive net-new customer acquisition and expansion across strategic accounts
Build, measure, and optimize a repeatable sales process to successfully achieve targeted sales objectives.
Recruit, hire, and manage a growing team of experienced Account Executives to achieve individual and company sales targets.
Empower your team with scalable systems and repeatable processes to increase AE’s sales skills, product and industry knowledge, and professional habits.
Train and assist sales reps in closing complex transactions by teaching best practices in prospecting, managing and closing opportunities, and the skills needed to position Ironclad as the industry leader.
Create a team culture that’s positive, motivating, and performance-driven.
Develop specific and targeted goals within each demand team to expand and accelerate revenue opportunities within their unique customer sets.
Track and report key growth metrics to assess individual and team performance.
Find innovative and creative ways to improve and increase performance.
Plan resource allocation, forecast growth, and monitor pipeline.
Implement best practices to support consistent and consultative sales and client success processes.
Take an entrepreneurial approach to the role, working collaboratively with the rest of the Sales Leadership Team to get things done.
Requirements:
10 +years experience in SaaS sales with a minimum of 5+ years leading a team, ideally in Enterprise.
You’ve closed enterprise business and have a personal history of repeatedly exceeding your past individual contributor quota so you can train AEs on how to be successful in the role.
You have great people skills and have shown the ability to recruit, hire, and manage talented people.
You’re able to build scalable processes, and you have the analytical skills to optimize them over time.
You blend strategy and execution. You see the larger picture, but you dive into the details to get things done.
Highly effective communicator with strong EQ and influencing skills – able to build trust and work well with a diverse group inside and outside the company.
Experience using modern sales tools such as Linkedin, Salesforce, etc.
Eager for a very hands-on role, where you’ll be asked to take on and run with a range of projects outside your comfort zone, and learn quickly.
Highly organized, self-motivated and detail-oriented, with great follow-through on projects/tasks big and small.
Excellent communication, interpersonal, and organizational skills.
OTE Range: $350,000 – $400,000
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
Market-leading leave policies, including gender-neutral parental leave and compassionate leave
Family forming support through Maven for you and your partner
Paid time off – take the time you need, when you need it
Monthly stipends for wellbeing, hybrid work, and (if applicable) cell phone use
Mental health support through Modern Health, including therapy, coaching, and digital tools
Pre-tax commuter benefits (US Employees)
401(k) plan with Fidelity with employer match (US Employees)
Regular team events to connect, recharge, and have fun
And most importantly: the opportunity to help build the company you want to work at
**UK Employee-specific benefits are included on our UK job postings
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
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