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About the Role

As a Sr. Account Executive, EMEA Law Firms, you will own a defined portfolio of the region's most strategic law firm accounts, engaging at the Managing Partner and C-suite level to shape how leading firms adopt AI-driven legal technology. This is a senior, quota-carrying role built for someone who operates as a trusted advisor to sophisticated buyers, not simply a seller executing a pipeline. You will be assigned a named target account list and inbound opportunity, and you will build the playbooks and campaigns that turn this strategic segment into a scalable motion for the broader EMEA team. Your quota is entirely net new, split between disciplined execution against your named accounts and greenfield development across open territory. There is no renewal or expansion component: every dollar you close represents a new enterprise relationship for iManage. Success in this role requires fluency in AI, both as a market force reshaping legal practice and as a core differentiator in iManage's platform. You will be expected to speak with authority and precision on AI capabilities in front of skeptical, sophisticated buyers, and to partner cross functionally with Sales Engineering, Marketing, Customer Success, and senior leadership to drive outcomes. You will also serve as a senior voice within the EMEA law firm organization, shaping strategy and go to market approach well beyond your own book of business.

Responsibilities

Owning a defined list of strategic target accounts across EMEA law firms, plus inbound opportunity that comes to this segment
Carrying a net new business quota, built from both systematic work on your named account list and greenfield prospecting across the open territory. No renewal or expansion quota
Building and refining the playbooks and campaigns that make this strategic segment repeatable for the broader team, not just executing against your own number
Leading complex, multi-stakeholder discovery with Managing Partners, CIOs, Heads of IT, and Knowledge Management leadership at the most sophisticated firms in the region
Positioning iManage's AI capabilities credibly and specifically, tailored to how each firm actually practices, not a generic pitch
Partnering with Sales Engineering on technical validation and demonstrations suited to a sophisticated buyer
Managing long, multi-threaded sales cycles with the discipline to keep them moving and the judgment to know when a deal is real
Navigating procurement, security review, and contract negotiation at the largest, most complex firms in your territory
Maintaining forecast accuracy and CRM hygiene
Achieving and exceeding a $1.5M to $2M annual net new bookings target
Acting as a senior voice on territory strategy and go to market approach for EMEA law firms, beyond your own patch

Requirements

10+ years of B2B sales experience, with a substantial and recent track record in legal tech
A consistent history of carrying and exceeding a large net new logo quota in complex, multi-stakeholder sales cycles
Deep comfort with AI as both a selling point and a buyer conversation. You can speak credibly about where AI is actually changing legal practice, not just repeat a deck
Experience building sales playbooks, campaigns, or repeatable go to market motions, not just running plays someone else built
Experience engaging Managing Partner, CIO, and C-level stakeholders at sophisticated, high stakes accounts
Strong discovery and qualification discipline at the enterprise level
Experience building ROI driven, board-ready business cases
Ability to run long, multi-threaded sales cycles without losing momentum
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

AI
Sales playbooks
Campaigns
Go to market motions
Discovery
Qualification
ROI
Business cases
Sales cycles
Forecasting
CRM management
English
European languages
Private Equity
Consulting
Document management
Governance platforms
Knowledge platforms
GDPR
Regional compliance
Security scrutiny
MEDDIC
Value based sales methodologies
Cross border sales
Multi office firm opportunities
EMEA Large Law market

Location

Remote

Work Type

Remote
Travel may be required

Experience Level

Senior
10+ years of B2B sales experience

Education Level

Bachelor's degree preferred or equivalent professional experience

Salary/Compensations

$1.5M to $2M annual net new bookings target

Benefits

Market competitive salary
Annual performance-based bonus
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.