Sr. Account Executive (EMEA Law Firms

This is a remote position. 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 be required to travel to a local office for in person collaborations with yourteam.

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 goto market approach well beyond your own book of business.

• 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

• 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

• Experience in…