Senior Business Development Operations Analyst

Business runs on contracts. Every dollar earned, relationship formed, and advantage gained comes down to the contract that makes it real. But getting a contract done is more complicated than it should be. And when contract data is buried, leaders can’t see risks, obligations, or act in time.

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 OpenAI 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 six years running, 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.

Job Summary:

Ironclad is looking for an individual contributor to drive operations and strategy for the Business Development team. This role will partner closely with Marketing and Sales leadership teams, as well as Finance and Business Intelligence to design processes for improving pipeline generation, optimizing operational efficiency, analyzing data for better decision making, and supporting planning efforts around forecasting, pipeline management and pipeline/capacity needs. The role requires an ability to roll up your sleeves while keeping a strategic mindset on where we need to continually drive the business for the future. Experience in a fast paced, growing SaaS company and an ability to drive impact through analysis are keys to success.

This individual will report to the Director of Sales Operations.

This is a hybrid role based out of our San Francisco office. Office attendance is required at least twice a week on Tuesdays and Thursdays for collaboration and connection. There may be additional in-office days for team or company events.

What you’ll be doing:

Operational Management and Planning

• Analyze activity and pipeline to collaborate with the greater GTM Ops team and establish pipeline generation targets for Business Development teams.

• Develop and manage KPIs and Dashboards that give insight into the health and performance of the Business Development organization.

• Analyze historical data and understand future company growth goals to drive Business Development capacity and resource allocation plans that effectively support annual goals.

• Understand trends, processes and strategies that drive individual and team attainment, and recognize adjustments needed.

• Help ensure the Business Development teams have the necessary tools and structure to achieve their goals, tracking progress against these hiring needs throughout the year to ensure capacity aligns with growth objectives.

• Understand the different streams and contributions to the pipeline and seek ways to enhance its value creation.

• Understand trends and performance of pipeline as it progresses through the sales cycle across our various segments and team and be able to share proposals that can influence how we manage our pipeline.

• Model out different sales-based scenarios (capacity, attainment, pipeline, etc) to support decision making on current org and process design and as well as future design.

Cross-functional Collaboration

• Work closely with departments across GTM and Finance such as Sales, Marketing, and Compensation to ensure implementation of processes and strategies that align to Ironclad’s annual plans and overall business strategy.

• Collaborate with Business Intelligence to build reports and dashboards that highlight productivity trends and surface insights to inform coaching and performance improvements.

• Understand the end-to-end lead flow process to assist in ensuring seamless lead routing and follow up efficiency.

• Act as the main point of contact for all Business Development technology requests. Engage with our systems teams to ensure they are most effectively supporting our sales motion.

What we are looking for:

• 3-5 years of Operations, Sales Strategy, Management Consulting, or GTM-Focused role, preferably with companies scaling beyond $150M ARR.

• Previous experience with Salesforce to drive lead flow processes and build reports and dashboards.

• Have worked alongside (or as part of) a sales or business development team and understand the end-to-end process of building, executing, and measuring annual planning.

• Fluidity with modeling across multiple scenarios and an understanding of how different sales and business variables impact each other.

• Ability to partner with cross functional teams (marketing, sales operations, finance, business intelligence).

• Strong communicator and project manager, able to prioritize initiatives and clearly communicate timelines to your team and stakeholders.

• Data-driven, with experience in reporting and the ability to interpret data to help optimize strategies and processes.

• A strong presenter, capable of conveying recommendations and outcomes to senior leaders, with an interest in coaching others on best practices.

• Brings intellectual curiosity and proactively explores the business to uncover opportunities for improvement.

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

• Home office setup stipend to make your space work for you

• 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
  

Base Salary Range: $130,000 - $150,000

The base salary range represents the minimum and maximum of the salary range for this position based at our San Francisco headquarters. The actual base salary offered for this position will depend on numerous factors, including individual proficiency, anticipated performance, and the location of the selected candidate. Our base salary 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.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.