Sr. Account Executive (EMEA Law Firms)

This is a remote position. We are a global team that leverages the latest technology to communicate with our colleagues across the globe.  When it’s safe to do so, there may be times in which this role would be required to travel to a local office for in person collaborations with your team. 

 
Being a Sr. Account Executive at iManage Means… 

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. 

iM Responsible 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 
• 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 

iM Qualified Because I Have... 

• 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 

Bonus Points If I Have... 

• Experience in Private Equity or consulting, either as a career background or as a vertical you've sold into 
• Experience selling document management, governance, or knowledge platforms specifically 
• Experience navigating GDPR, regional compliance, and security scrutiny at large firms 
• Familiarity with MEDDIC or value based sales methodologies 
• Experience managing cross border or multi office firm opportunities 
• Existing relationships within the EMEA Large Law market 

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.  

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.