Strategic Account Executive, West

About the role

This role is centered on owning the sales mandate for manufacturing clients across the western United States, focusing on both new customer acquisition and the expansion of existing strategic partnerships. You will act as the primary commercial leader responsible for managing the end-to-end sales cycle for Ironclad's enterprise SaaS platform within the manufacturing vertical. In this capacity, you will modernize how these organizations handle contracting by positioning Ironclad as a critical strategic asset rather than just a tool. This is a quota-carrying position that requires a high level of ownership and direct impact on the revenue trajectory of a dedicated enterprise sales team. You will translate complex platform capabilities into clear business outcomes for operations, legal, and executive leadership. Success in this role depends on your ability to build trust at the highest levels of the organization and to drive digital transformation initiatives forward. You will be expected to operate with the autonomy of an owner while collaborating seamlessly with cross-functional partners to ensure client success.

Key facts

What you'll do

• Orchestrate a targeted sales territory in manufacturing, identifying strategic accounts and uncovering latent demand for Ironclad's platform.
• Architect and execute the full sales cycle, guiding manufacturing clients from initial discovery through negotiation, legal validation, and final closure.
• Engineer a robust sales pipeline by conducting strategic outbound campaigns and leveraging warm introductions to generate high-quality opportunities.
• Chart complex organizational charts within manufacturing firms, engaging legal, procurement, sales, finance, IT, operations, and executive leadership to build consensus.
• Synthesize cross-functional inputs to manage intricate deal cycles, working with Solutions Engineering, Customer Outcomes, Marketing, Partnerships, and executive leadership to deliver cohesive narratives.
• Construct data-driven business cases that align Ironclad's platform capabilities with client priorities such as process efficiency, risk mitigation, regulatory compliance, and revenue optimization.
• Direct multi-threaded evaluations of enterprise contracting workflows, positioning Ironclad as the scalable standard for managing complex agreements at scale.
• Uphold rigorous deal discipline through precise forecasting, accurate opportunity staging, and consistent follow-through at every stage of the pipeline.
• Capture and analyze client feedback regarding market trends and competitive dynamics to directly inform product enhancements and go-to-market messaging.
• Serve as the primary commercial strategist for key accounts, ensuring that contract lifecycle management adoption drives measurable operational value.
• Balance high-level executive selling with hands-on discovery to ensure that solution architecture meets the specific needs of manufacturing environments.
• Monitor pipeline health and conversion metrics, adjusting tactics in real time to optimize performance and hit quarterly and annual quotas.
• Champion the adoption of digital contracting best practices, helping clients move from legacy systems to a modern, cloud-native framework.
• Act as an internal thought leader, sharing insights from the field to influence product direction and sales enablement materials.

Requirements

• Bring 10 or more years of experience in a closing sales role, with a proven track record of sustained success in enterprise environments.
• Demonstrate specific experience selling SaaS solutions to complex organizations, including deals valued at $1M ARR or direct sales to Fortune 2000 companies.
• Show a history of generating new business from the ground up, including comfort with creating and owning pipelines in unexplored accounts.
• Exhibit the ability to manage a hybrid sales motion that effectively combines virtual presentations with high-impact on-site visits.
• Apply strong business acumen and attention to detail, connecting daily customer interactions to long-term enterprise transformation strategies.
• Maintain excellent written and verbal communication skills, ensuring consistent follow-through with both internal stakeholders and external clients.
• Operate effectively in a highly collaborative setting, contributing expertise and support to colleagues beyond the scope of individual deals.
• Remain adaptable and coachable, demonstrating openness to feedback and a commitment to continuous learning in a fast-paced setting.
• Accept the necessity of frequent travel to customer locations, with a minimum expectation of 25% travel or more to support key accounts.
• Thrive in a results-driven atmosphere where quota attainment and predictable pipeline generation are essential measures of performance.
• Navigate enterprise sales cycles that involve legal, financial, and technical stakeholders, requiring patience and persistence.
• Utilize CRM tools and sales analytics platforms to maintain visibility into deal progression and forecast accuracy.
• Understand the importance of compliance and risk management in selling into regulated manufacturing sectors.

Nice to have

• Hold prior experience selling into manufacturing, industrial, automotive, aerospace, or adjacent industries where complex procurement cycles are the norm.
• Possess a background in CLM (Contract Lifecycle Management) and or CPQ (Configure, Price, Quote) solution sales, with an understanding of how these platforms integrate into enterprise workflows.

Skills & tools

• SaaS sales
• Enterprise sales
• Pipeline management
• Stakeholder engagement
• Business case development
• Forecasting
• Account planning

Practical notes

• Benefits include 100% health coverage for employees (medical, dental, vision) and 75% for dependents, market-leading parental and compassionate leave, family forming support via Maven, unlimited paid time off, monthly stipends for wellbeing and hybrid work, mental health support through Modern Health, pre-tax commuter benefits, and a 401(k) plan with employer match.
• Qualified applicants with arrest and conviction records will be considered in accordance with the San Francisco Fair Chance Ordinance.
• This position is based in San Francisco and requires the successful candidate to work primarily from the West Coast region.
• The role demands a significant time investment, with standard full-time hours expected during core business periods.
• Travel of 25% or more is a standard requirement of the position, necessitating reliable transportation and the flexibility to manage extended periods away from the home office.
• Candidates must be authorized to work in the United States without sponsorship for this role at this time.
• The fast-paced nature of the enterprise sales cycle requires resilience and the ability to manage multiple priorities under tight deadlines.
• Professional development opportunities are available, but the candidate must be prepared to engage with rigorous training programs to acclimate to Ironclad's platform and sales methodology.
• Performance reviews are conducted regularly, and success in this role is directly tied to the achievement of or exceeding established quotas.
• This position reports to senior leadership within the Sales organization and participates in cross-company initiatives aimed at driving revenue growth.
• The candidate must be comfortable with a high degree of autonomy and self-direction in managing their sales territory and pipeline.
• Proficiency with collaboration tools such as video conferencing, CRM software, and productivity suites is essential for effective communication with distributed teams and clients.
• The role requires a commitment to data integrity and the accurate maintenance of sales records to support strategic decision-making across the organization.
• Success is measured by the ability to build long-term relationships that result in expansion revenue and reduced churn for Ironclad's manufacturing clientele.