# Director, Adoption Strategy

**Company:** [Ironclad](https://hotfix.jobs/companies/ironclad)
**Location:** San Francisco, CA, New York, NY, Chicago, IL
**Role:** Customer Success
**Salary:** $205k – $230k/yr
**Experience:** 8+ years
**Skills:** Professional Services, Customer Success, Solution Consulting, Enterprise Software, Services Selling, Solution Shaping, Scoping, Sow Development, Proof Of Value, Implementation Strategy, Customer Adoption, SaaS, AI
**Posted:** 2026-09-11

> Leads and scales Ironclad’s Adoption Strategy function across pre-sales and post-sales, connecting proof of value, implementation, and sustained customer adoption. The role manages managers and senior practitioners while driving operating rigor, customer value realization, and cross-functional executive engagement.

## Job Description

## Responsibilities
- Lead and develop the Adoption Strategy team, including managers and senior individual contributors; establish expectations, coaching practices, career paths, and performance standards.
- Scale the Adoption Strategy operating model, improving consistency, quality, velocity, and repeatability.
- Oversee pre-sales services strategy, including services selling, solution shaping, scoping, entitlement decisions, SOW development, and alignment with Sales and Solution Engineering.
- Set standards for proof-of-value motions, connecting customer objectives, success criteria, delivery plans, and conversion paths to long-term adoption outcomes.
- Oversee implementation strategy and execution, ensuring continuity from proof of value through implementation and sustained adoption.
- Establish adoption stages, engagement criteria, handoff protocols, governance forums, escalation paths, and cross-functional accountability.
- Serve as senior escalation leader for complex or at-risk customer engagements.
- Define the function’s performance framework, including proof-of-value conversion, scoping quality, implementation transition quality, time to adoption, milestone achievement, customer value realization, and team capacity.
- Partner with Customer Value and cross-functional leaders to evolve the broader operating model.
- Improve methodologies, tooling, and use of AI to reduce manual coordination and accelerate customer time-to-value.

## Requirements
- 8+ years of experience in professional services, implementation, customer success, solution consulting, or related customer-facing functions within an enterprise software company.
- Experience across both pre-sales and post-sales professional services.
- Experience leading functional teams through managers, team leads, and/or senior individual contributors.
- Experience scaling or redesigning services, implementation, adoption, or customer value motions.
- Strong commercial judgment, including services selling, solution shaping, scoping, and SOW development.
- Ability to connect proof of value, implementation, and adoption into a cohesive customer journey with measurable outcomes.
- Operational rigor and ability to create structure across a complex customer portfolio.
- Executive presence and communication skills with cross-functional and senior customer stakeholders.
- Experience in SaaS, enterprise technology, CLM, legal technology, or an adjacent complex solution environment.
- Sufficient AI fluency to make sound methodology and delivery decisions.

## Compensation and Benefits
- Base salary: **$205,000–$230,000 USD annually**.
- Equity awards, health and wellness benefits, career development, paid time off, parental and compassionate leave, family-forming support, wellbeing and hybrid-work stipends, mental health support, commuter benefits, and a 401(k) plan with employer match.

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