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 alsomaintainingthe flexibility for meaningful work-life balance.

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.

• 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 positioning

• 3+ years of B2B sales experience in SaaS or enterprise technology
• Experience managing full-cycle sales within law firms or professional services environments
• A 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

• 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 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!

• Join a rapidly evolving, industry-leading SaaS company on an exciting journey of growth…