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About the Role
As an Account Executive focused on Law in EMEA, you are responsible for driving net new revenue within small and mid-market law firms across your assigned territory. You will manage complex, multi-stakeholder sales cycles involving Managing Partners, CIOs, Heads of IT, Knowledge Management leaders, Risk and Compliance stakeholders, and procurement teams. This role requires commercial maturity, strong executive communication skills, and disciplined qualification. You will build territory strategy, generate pipeline, manage full-cycle sales engagements, and position iManage as a strategic knowledge and governance platform. You will partner closely with Sales Engineering, Marketing, Customer Success, and leadership to drive predictable revenue growth across the region.
Responsibilities
- Owning the full sales cycle from prospecting through close across EMEA law firms
- Developing and executing a regional territory strategy aligned to revenue targets
- Generating new pipeline through outbound prospecting, industry events, and partner collaboration
- Leading structured discovery conversations focused on governance, compliance, security, and productivity
- Building multi-threaded relationships across firm leadership, IT, Knowledge, and Risk
- Positioning iManage solutions through value-based and outcome-driven selling
- Partnering with Sales Engineering for technical validation and tailored demonstrations
- Managing longer, multi-stakeholder sales cycles with qualification discipline
- Navigating procurement, security review, and contract negotiations within regional frameworks
- Maintaining forecast accuracy and CRM hygiene
- Achieving and exceeding quarterly and annual bookings targets
- Staying informed on EMEA legal market trends and competitive positioning
Requirements
- 3+ years of B2B sales experience in SaaS or enterprise technology
- Experience managing full-cycle sales within law firms or professional services environments
- A consistent track record of exceeding quota in complex selling environments
- Experience engaging Director, VP, Managing Partner, and C-level stakeholders
- Strong discovery and qualification discipline
- Experience building ROI-driven business cases
- Ability to manage longer, multi-threaded sales cycles
- Forecasting discipline and CRM management experience
- Fluency in English; additional European language skills are a plus
- Bachelor’s degree preferred or equivalent professional experience
Skills
- Document management
- Governance platforms
- Knowledge platforms
- GDPR
- Regional compliance
- Security scrutiny
- MEDDIC
- Value-based sales methodologies
- Cross-border deal management
- Multi-office firm opportunity management
- Security
- Compliance
- Procurement scrutiny
Location
- EMEA
Work Type
- Hybrid
Experience Level
- 3+ years
Education Level
- Bachelor's degree preferred or equivalent professional experience
Salary/Compensations
- Market competitive salary
- Annual performance-based bonus
Benefits
- Enhanced parental leave (20 weeks for primary and 10 weeks for secondary caregiver at 100% pay)
- Pension contribution matching (up to 6%)
- BUPA private medical insurance
- Simplyhealth cash plan
- Group life cover (including life insurance, income protection and critical illness protection)
- 25 days annual leave
- Bank holidays
- Company wellness days
- Free access to the Healthy Minds app
About the Company
- At iManage, we are dedicated to Making Knowledge Work™. Our intelligent, cloud-enabled, and secure platform is trusted by 4,100+ customers and 430,000 users worldwide, managing over 11 billion documents and 11 petabytes of data. We empower professionals across 65+ countries to unlock the full potential of their business content and communications.
- We are continuously innovating to solve the most complex professional challenges and enable better business outcomes; Our work is not always easy but it is ambitious and rewarding.
- So we’re looking for people who embrace challenges. People who thrive on solving problems, pushing boundaries, and collaborating with the industry’s best and brightest. That’s the iManage way. It’s how we turn the impossible into reality, empower our employees to grow, unlock their potential, and create a meaningful impact on everything we do.
- Whoever you are, whatever you do, however you work. Make it mean something at iManage.
Equal Opportunity
- iManage provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
- This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.