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Job Description: Account Executive - Law in EMEA
Flexible Working Policy
We offer a flexible working policy that supports a healthy balance between personal and professional well-being. This role requires in-office presence on Tuesdays & Thursdays to collaborate, connect, and learn from peers - while also maintaining the flexibility for meaningful work-life balance.
Being an Account Executive at iManage Means…
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.
iM Responsible For…
- 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
iM Qualified Because I Have…
- 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
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Bonus Points If I Have…
- Experience selling document management, governance, or knowledge platforms
- Experience navigating GDPR, regional compliance, and security scrutiny
- Familiarity with MEDDIC or value-based sales methodologies
- Experience managing cross-border or multi-office firm opportunities
- Experience managing deals involving security, compliance, and procurement scrutiny
Don't meet every qualification listed above? Studies show that women and people of color are less likely to apply to jobs unless they meet all qualifications. At iManage, we are committed to building a diverse and inclusive environment, and encourage everyone to show up as their full authentic selves. We welcome those that come with a growth mindset and a hunger for learning; so, if you are excited about this role but your past experience doesn't align perfectly with every qualification we encourage you to apply anyways!
iM Getting To…
- Join a rapidly evolving, industry-leading SaaS company on an exciting journey of growth and scalability!
- Take on meaningful, high-impact challenges by leveraging cutting-edge technologies and best-in-class protocols to drive innovation.
- Own my career path with our internal development framework. Ask us more about this!
- Expand my skill set and earn certifications with unlimited access to LinkedIn Learning courses and interactive Microsoft courses & training.
- Be part of a supportive and experienced team within a dynamic, inclusive, and encouraging culture.
- Enjoy flexible work hours that empower me to balance personal time with professional commitments.
- Collaborate in a modern, open-plan workspace featuring a gaming area, free snacks and drinks, and regular social events.
iManage Is Supporting Me By…
- Creating an inclusive environment where I can help shape the culture not just by fitting in, but by adding to it.
- Providing a market competitive salary that is applied through a consistent process, equitable for all our employees, and regularly reviewed based on industry data.
- Rewarding me with an annual performance-based bonus.
- Providing enhanced parental leave (20 weeks for primary and 10 weeks for secondary caregiver at 100% pay)
- Matching my pension contribution (up to 6%)
- Offering BUPA private medical insurance & a Simplyhealth cash plan to help with the everyday costs.
- Providing Group life cover (including life insurance, income protection and critical illness protection).
- Encouraging me to take time off with 25 days annual leave, bank holidays, and other life events
- Caring for my mental health and well-being with multiple company wellness days and free access to the Healthy Minds app for mindfulness, meditation and more.
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iManage is committed to providing an excellent candidate experience and will never ask you to engage in recruitment activity via text and exclusively communicates from emails using the @imanage.com domain. If you have any concerns or questions about communications you have received, please send them to careers@imanage.com so our team members can review.
About iManage…
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.
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.
Learn more at: www.imanage.com
Please see our recruitment privacy statement for more information on how we handle your personal data.
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