Senior Sales Director, Account Management Law

We offer a flexible working policy that supports a healthy balance between personal and professional well-being. For Chicago based candidates, 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.

You are a strategic revenue leader responsible for driving sustained, scalable growth across a mid & large law segment. You don’t just manage sellers. You shape markets, elevate leaders, and influence how iManage competes and wins.

You lead with clarity and accountability, building high-performance sales organizations that consistently exceed targets. You set the vision for execution, create alignment across functions, and ensure our go‑to‑market motion evolves as the market evolves.

This role carries full ownership of segment revenue performance, forecasting accuracy, talent development, and strategic market expansion. Your leadership directly impacts company growth, competitive positioning, and long‑term customer value.

• Owning segment‑level revenue targets across new business and expansion motions.
• Developing and executing multi‑quarter growth strategies aligned to corporate objectives.
• Building territory plans and market coverage models that optimize resource allocation and whitespace penetration.
• Driving consistent over achievement through disciplined forecasting and operational rigor.

• Leading and developing Sales Managers and/or senior Account Executives.
• Creating succession plans and building bench strength across the organization.
• Establishing clear performance standards, compensation alignment, and accountability frameworks.
• Driving a culture of coaching excellence, preparation, and customer‑centric selling.

• Leading forecast calls, QBRs, territory planning, and pipeline governance with executive‑level visibility.
• Ensuring consistent application of sales methodology across qualification, discovery, and closing.
• Improving funnel conversion metrics through data‑driven inspection and enablement strategies.
• Driving predictability and visibility across pipeline health, pacing, and deal quality.

• Identifying emerging market opportunities and whitespace within the region or segment.
• Strengthening executive‑level customer relationships to accelerate large, strategic deals.
• Partnering with Product and Marketing to refine positioning based on customer insight and competitive intelligence.
• Influencing pricing strategy, packaging evolution, and GTM innovation.

• Partnering with Rev Ops to refine forecasting models and operating frameworks.
• Collaborating with Marketing on regional strategy, events, and demand generation programs.
• Aligning with Customer Success and Professional Services to drive expansion and long‑term account value.
• Working closely with Partner leadership to accelerate partner‑sourced and influenced pipeline.

• 10+ years of experience in B2B SaaS sales with significant leadership responsibility.
• Proven experience leading managers or senior sellers within a high‑growth, enterprise‑focused environment.
• A demonstrated track record of owning and exceeding regional or segment‑level revenue targets.
• Experience driving forecast accuracy and operational discipline at scale.
• Strong executive presence with the ability to engage C‑level stakeholders internally and externally.
• Deep experience diagnosing performance trends and adjusting go‑to‑market strategy accordingly.
• Strong cross‑functional leadership across Marketing, Rev Ops, Product, Customer Success, and Partner organizations.

• Experience in Legal Tech SaaS.
• Experience selling or positioning AI‑driven technologies.
• Experience scaling sales organizations during periods of rapid growth or transformation.

The overall US annual base salary range for this position is $180,000 - $220,000. Individual compensation for each candidate depends on factors such…