Director of Diamond Accounts, Icertis
Government Customers
$145-175k
Target incentive (OTE 50/50). Annual bonus target and an equity component is included in the compensation package
AI-powered contract management & intelligence platform
Open for applications
AI-powered contract management & intelligence platform
1001+ employees
Open for applications
$145-175k
Target incentive (OTE 50/50). Annual bonus target and an equity component is included in the compensation package
1001+ employees
Company mission
Icertis' mission is to empower companies to realize the full intent and higher purpose of every contract, so they can build trust, strengthen bonds, and create a better world.
Role
Who you are
- Proven Experience: Demonstrated success in enterprise software sales or account management, with a deep understanding of the government sector
- Consultative Sales Approach: Ability to identify new opportunities, manage complex sales cycles, and offer strategic solutions that drive customer value
- SaaS Expertise: Experience with SaaS products, ideally within the Contract Lifecycle Management (CLM) space
- Executive Relationship Management: Strong capability in building and managing executive-level relationships, with a track record of leading strategic initiatives and presenting value propositions to C-level executives
- Customer-Centric Mindset: A proactive approach to understanding customer goals and driving mutual success
- Communication Skills: Exceptional communication, negotiation, and strategic thinking abilities
What the job involves
- As the Director of Diamond Accounts, you will be a pivotal force in driving growth and success within our portfolio of government customers
- Your primary focus will be to expand and deepen relationships within these key accounts, leveraging Icertis Contract Intelligence to meet and exceed customer goals
- Acting as a trusted advisor and advocate, you will collaborate closely with both customers and internal teams to ensure the successful adoption, usage, and expansion of our products
- We are seeking a dynamic and strategic individual with a passion for sales, strong relationship-building skills, and a consultative approach
- Your background in enterprise software sales, particularly within a SaaS environment, will be critical to your success in this role
- This is an exciting opportunity to shape the future of our engagements with government clients
- This role is remote and can be based anywhere in the United States. You will report directly to the Vice President of Diamond Accounts and will have no people management responsibilities
- Revenue Growth: Drive revenue by upselling and cross-selling within existing government Diamond accounts
- Customer Success: Ensure overall customer satisfaction and foster a strong partnership that positions Icertis as a trusted ally
- Relationship Building: Develop and nurture strong, long-term relationships with key stakeholders across your customer portfolio
- Strategic Guidance: Understand customer needs and pain points, and work collaboratively to propose tailored solutions
- Cross-Functional Collaboration: Partner with internal teams, including Professional Services and Engineering, to address customer challenges and achieve shared success
- Product Alignment: Stay informed about new product releases and work closely with product management to align customer needs with our evolving offerings
Our take
As part of its pitch, Icertis cites World Commerce & Contracting research which shows that optimized contract development and management can save companies’ an average of 9% of their annual revenue. It may seem that the company is targeting small margins, but with customers including Google, Microsoft, and Johnson & Johnson, the real numbers are huge.
The 2009-founded company offers a comprehensive range of products to manage every stage of a contract lifecycle from setup to approval and reporting, but its main value differentiator might be its AI applications, which can analyze previous negotiations at scale and visualize deep data insights on performance.
The company has seen a steady stream of investment since its founding and is using its 2022 VC from German multinational SAP to deepen the integration between the two companies' software tools. Alongside a range of other lucrative partnerships, Icertis has gained further attention due to its winning the 2023 Artificial Intelligence Excellence Award, led by Business Intelligence Group.
Steph
Company Specialist
Insights
Few candidates hear
back within 2 weeks
Company
Funding (last 2 of 7 rounds)
Oct 2022
$75m
CONVERTIBLE
Mar 2021
$80m
SERIES F
Total funding: $366m
Company values
- Fairness
- Openness
- Respect
- Teamwork
- Execution
Company HQ
Bridle Trails, Kirkland, WA
Articles
Leadership
Samir Bodas
(CEO)Before co-founding Icertis they held multiple leadership roles at Microsoft, and was CEO of two IT services firms, Disha Technology and Aztecsoft, overseeing rapid growth followed by successful exits.
Monish Darda
(CTO)Co-inventor of two patents in cloud resource management and provisioning. Led a string of successful ventures prior to co-founding Icertis, including the launch of BladeLogic’s India R&D (acquired by BMC Software).
Diversity & Inclusion at Icertis
- 7 Days for Humanity: To make it easier for employees around the globe to join the fight against racism and other forms of discrimination in person, Icertis added seven days of paid leave to volunteer, support, help, give, protest, and make themselves be seen and heard. In 2020, for example, many employees used one of their days to recognize Juneteenth, the celebration of the end of slavery in the United States. This benefit has been extended into 2021.
- Diversity of Voices in the Room: We believe that diversity in our ranks—from employees around the globe to the Board—drives better outcomes for our teams and our customers. For instance, studies show that boards with women outperform companies without. Icertis is proud to include Karyn Smith and Penny Pritzker on our Board of Directors and Ursula Burns on our Board of Advisors, all of whom are champions of diversity and who support and advise us on living our FORTE values across the company. In addition, Icertis has an employee resource group (ERG) for female employees called Network of Women (NOW) that helps women connect with other women in the company to network, share experiences, and celebrate successes.
- Catch the Match to Fight Racism: In 2020, for every dollar U.S. employees gave to an organization of their choice that fights racism, Icertis co-founders Samir Bodas and Monish Darda matched with an annual gift of up to $50,000 in the aggregate to the NAACP Legal Defense Fund.
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