This is a remoteposition. We are a global team thatleveragesthe latest technology to communicate with our colleagues across the globe.Whenit’ssafe to do so, there may be times in which this role would berequiredto travel to a local office for in person collaborations with yourteam.
BeingaSr. Account Executive atiManageMeans…
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 whooperatesas 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 expansioncomponent: every dollar you closerepresentsa new enterprise relationship foriManage.
Success in this role requires fluency in AI, both as a market force reshaping legal practice and as a core differentiator iniManage’splatform. 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 goto market approach well beyond your own book of business.
iMResponsible For…
- 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
- PositioningiManage’sAI capabilities credibly and specifically, tailored to how each firmactually 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
iMQualified Because I Have..
- 10+ years of B2B sales experience, with a substantial and recenttrack recordin 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 isactually changinglegal 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 stakesaccounts
- 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;additionalEuropean language skills are a plus
- Bachelor’s degree preferred or equivalent professional experience
Bonus Points If I Have…
- Experience in Private Equity or consulting, either as a career background or as a verticalyou’vesold into
- Experience selling document management, governance, or knowledge platforms specifically
- Experience navigating GDPR, regional compliance, and security scrutiny at large firms
- Familiarity with MEDDIC orvalue basedsales methodologies
- Experience managing cross border or multi office firm opportunities
- Existing relationships within the EMEA Large Law market
Don’tmeet every qualification listed above? Studies show that women and people of color are less likely to apply to jobs unless they meet all qualifications. AtiManage, we are committed to building a diverse and inclusiveenvironment, andencourage 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 yourpast experiencedoesn’talign perfectly with everyqualificationwe encourage you to apply anyways!
iMGetting To…
- Join a rapidly evolving, industry-leading SaaS company on an exciting journey of growth and scalability!
- Take on meaningful, high-impact challenges byleveragingcutting-edgetechnologies and best-in-class protocols to drive innovation.
- Ownmy 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.
iManageIs 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,equitablefor all our employees, and regularly reviewed based on industry data.
- Rewarding me with an annual performance-based bonus.
- Providing enhanced parental leave (20 weeksfor primary and10 weeksfor secondary caregiver at 100% pay)
- Matching my pension contribution (up to 6%)
- Offering BUPA private medical insurance & aSimplyhealthcash plan to help with the everyday costs.
- Providing Group lifecover(including life insurance, incomeprotectionand critical illness protection).
- Encouraging me to take time off with25 daysannual 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.
iManageis committed to providingan excellentcandidate experience and will never ask you to engage in recruitment activity via text and exclusively communicates from emails usingthe @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.
AboutiManage…
AtiManage, we are dedicated to Making Knowledge Work™. Our intelligent, cloud-enabled, and secure platform is trusted by 4,100+ customers and430,000 usersworldwide, 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 alwayseasybut it is ambitious and rewarding.
Sowe’relooking for people who embracechallenges. People who thrive on solving problems, pushing boundaries, and collaborating with the industry’s best and brightest.That’stheiManageway.It’show we turn the impossible into reality,empowerour 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 atiManage.
iManageprovides 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,compensationand training.
Learn more at: www.imanage.com
Please seeour recruitment privacy statement for more information on how we handle your personal data.
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