Account Executive (EMEA Law Firms

Position: Account Executive (EMEA Law Firms)
We offer a flexible working policy that supports a healthy balance between personal and professional well-being. 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.

Being a Account Executive at iManage Means…As an Account Executive focused on Law in EMEA, you are responsible for driving net new revenue within small and mid-market law firms across your assigned territory.

You will manage complex, multi-stakeholder sales cycles involving Managing Partners, CIOs, Heads of IT, Knowledge Management leaders, Risk and Compliance stakeholders, and procurement teams.

This role requires commercial maturity, strong executive communication skills, and disciplined qualification. You will build territory strategy, generate pipeline, manage full-cycle sales engagements, and position iManage as a strategic knowledge and governance platform.

You will partner closely with Sales Engineering, Marketing, Customer Success, and leadership to drive predictable revenue growth across the region.iM Responsible For…Owning the full sales cycle from prospecting through close across EMEA law firms

Developing and executing a regional territory strategy aligned to revenue targets

Generating new pipeline through outbound prospecting, industry events, and partner collaboration

Leading structured discovery conversations focused on governance, compliance, security, and productivity

Building multi-threaded relationships across firm leadership, IT, Knowledge, and Risk Positioning iManage solutions through value-based and outcome-driven selling

Partnering with Sales Engineering for technical validation and tailored demonstrations

Managing longer, multi-stakeholder sales cycles with qualification discipline

Navigating procurement, security review, and contract negotiations within regional frameworks

Maintaining forecast accuracy and CRM hygiene

Achieving and exceeding quarterly and annual bookings targets

Staying informed on EMEA legal market trends and competitive positioningiM Qualified Because I Have…3+ years of B2B sales experience in SaaS or enterprise technology

Experience managing full-cycle sales within law firms or professional services environmentsA consistent track record of exceeding quota in complex selling environments

Experience engaging Director, VP, Managing Partner, and C-level stakeholders

Strong discovery and qualification discipline

Experience building ROI-driven business cases

Ability to manage longer, multi-threaded sales cycles

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 selling document management, governance, or knowledge platforms

Experience navigating GDPR, regional compliance, and security scrutiny

Familiarity with MEDDIC or value-based sales methodologies

Experience managing cross-border or multi-office firm opportunities

Experience managing deals involving security, compliance, and procurement scrutiny

Don't meet every qualification listed above? Studies show that women and people of color are less likely to applyto 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 comewith a growth mindset and a hunger for learning; so, if you are excited about this role but your past experiencedoesn'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 Linked In Learning courses and interactive Microsoft courses &  part of a supportive and experienced team within a…