Account Executive (EMEA Law Firms)

Overview

In this role you drive net new revenue from EMEA law firms, leading complex multi-stakeholder deals and accelerating growth for iManage as a governance and knowledge platform. You’ll craft territory strategy, build pipeline, and manage full-cycle sales with cross-functional partners to deliver measurable outcomes. The position emphasizes governance, security, and productivity in a legal context, offering meaningful impact across law firms and IT leadership. A dynamic, collaborative culture supports your professional growth and flexible work-life balance.

Pay / Benefits

• annual performance-based bonus
• enhanced parental leave (20 weeks primary, 10 weeks secondary caregiver)
• pension matching up to 6%
• private medical insurance
• Wellness programs / Healthy Minds app
• 25 days annual leave + holidays

Responsibilities

• Own full sales cycle from prospecting to close in EMEA law firms
• Develop and execute regional territory strategy aligned to revenue targets
• Generate new pipeline via outbound outreach, events, and partner collaboration
• Lead structured discovery focused on governance, compliance, security, and productivity
• Build multi-threaded relationships with firm leadership across IT, Knowledge, and Risk
• Position iManage with value-based, outcome-driven selling
• Coordinate with Sales Engineering for technical validation and tailored demos
• Navigate long, multi-stakeholder cycles including procurement, security reviews, and contracts
• Maintain forecast accuracy and CRM hygiene
• Aim to meet or exceed quarterly and annual bookings targets
• Stay informed on EMEA legal market trends and competition

Key requirements

• 3+ years of B2B SaaS or enterprise technology sales
• Experience selling to law firms or professional services
• Consistent quota overachievement in complex sales
• Proven ability to engage C-level stakeholders (Director, VP, Managing Partner)
• Strong discovery and qualification discipline
• Experience building ROI-driven business cases
• Ability to manage long, multi-threaded sales cycles
• Forecasting discipline and CRM management experience
• Fluency in English; additional European languages a plus
• Bachelor’s degree preferred or equivalent professional experience

• strong executive communication
• commercial maturity
• disciplined qualification
• experience with document management, governance, or knowledge platforms
• familiarity with GDPR, security scrutiny
• MEDDIC or value-based selling methodologies

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