Director of Sales; 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.

You will own revenue growth across iManage’s small and medium law segment throughout EMEA, driving both net-new business acquisition and the expansion of our existing customer base. You will lead two distinct, high-performing teams: a new business function and an account management function, each with the strategy, coaching, and accountability to win and grow law firm relationships. You will shape how iManage competes in a fast-moving, high-velocity segment where speed, precision, and customer trust decide who wins.

• Own revenue targets that span both new business (net-new law firm logos) and existing business (renewals, expansion, upsell) across the small & medium law segment in EMEA
• Lead and develop two distinct functions: a new business team focused on net-new logo acquisition and an account management team focused on retention and expansion, with clear strategy, targets, and accountability for each
• Build and execute territory and account coverage plans that maximise penetration across small and medium law firms
• Identify whitespace within the existing customer base and build pipeline strategies that convert prospects into net-new customers
• Partner with Marketing and Product to sharpen positioning and messaging for the small & medium law segment based on competitive and market feedback
• Lead forecast calls, pipeline reviews, and QBRs across both functions, ensuring forecasting accuracy and consistent use of sales methodology from qualification through close
• Partner with Rev Ops, Customer Success, Professional Services, and Partner leadership to align coverage models, expansion motions, and partner-sourced pipeline
• Coach both teams on deal strategy, negotiation, and pipeline inspection to improve win rates and funnel conversion

• 8+ years of B2B SaaS sales experience, including direct leadership of both new business and account management functions
• Proven track record leading sales managers or senior sellers within a high-velocity, segment-focused sales organisation
• A demonstrated history of owning and exceeding revenue targets spanning new logo acquisition and existing account expansion
• Experience building territory and coverage models for a small & medium market (SMB/mid-market) segment
• Strong forecasting discipline and operational rigour across multiple, distinct sales motions
• Strong executive presence, with the ability to engage internal stakeholders and external customer leadership
• Experience partnering cross-functionally across Marketing, Rev Ops, Product, Customer Success, and Partner organisations

• Experience in Legal Tech SaaS
• Experience selling or positioning AI-driven technologies
• Experience scaling sales organisations across EMEA
• Experience leading a blended hunting and farming sales motion under one leader

Don’t meet every qualification listed above? Studies show that women and people of colour 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…