Account Executive, EMEA New Business

2 Months ago • 5 Years +

Job Summary

Job Description

As an Account Executive, New Business (Midmarket Law EMEA), you will manage the entire sales cycle, from initial contact to closing deals, with a focus on midmarket law firms. You will serve as a trusted partner to these firms, helping them modernize their legal operations. This role involves a strategic and consultative approach, engaging with managing partners, IT leaders, and legal operations teams, while collaborating with the Partner Ecosystem to drive market expansion. You will also work cross-functionally with Business Development Representatives (BDRs), Pre-Sales, and Marketing to develop and execute territory-specific strategies to acquire new clients.
Must have:
  • 5+ years of quota-driven SaaS sales experience
  • Track record of selling into midmarket law firms
  • Experience managing multi-stakeholder sales cycles
  • Ability to build executive relationships
  • Data-driven mindset to identify market trends
  • Excellent storytelling and objection-handling skills
  • Self-motivated, results-oriented approach
Good to have:
  • Experience selling legal technology solutions
  • Familiarity with enterprise sales methodologies
  • Ability to jointly sell with implementation and reseller partners
Perks:
  • Flexible work hours
  • Modern open plan workspace with gaming area and free snacks/drinks
  • Opportunities to learn new skills
  • Annual performance-based bonus
  • Enhanced parental leave
  • BUPA private medical insurance & a Simplyhealth cash plan
  • Group life cover
  • Flexible time off policy
  • Company wellness days

Job Details

​​​​​We offer a flexible working policy that supports the health and well-being of our iManage employees. As an organisation, we value collaborating and learning from our peers in person, while providing the necessary flexibility for our employees to have a meaningful work-life balance. Please reach out to learn more. 

Being an Account Executive at iManage Means… 

As an Account Executive, New Business (Midmarket Law – EMEA), you will own the full sales cycle—from prospecting through to close—targeting midmarket law firms with 50-200 users. You will serve as a trusted partner to these firms, helping them modernize their legal operations through cloud-based document and knowledge management solutions. 

This role requires a strategic, consultative approach, engaging Managing Partners, IT leaders, and legal operations teams, while working closely with our Partner Ecosystem to drive market expansion. Our partners play a key role in iManage’s go-to-market strategy, and you will collaborate with resellers, technology integrators, and solution providers to extend our market reach, execute joint sales motions, and deliver value-driven solutions to customers. 

You will also work cross-functionally with Business Development Representatives (BDRs), Pre-Sales, and Marketing to develop and execute territory-specific strategies that drive new logo acquisition and growth across EMEA. 

iM Responsible For… 

  • Developing and executing territory and account plans focused on acquiring midmarket law firms (50-200 users) across EMEA. 
  • Managing complex, multi-stakeholder sales cycles, engaging Managing Partners, CIOs, Legal IT leaders, and Practice Management teams. 
  • Building and strengthening relationships with our Partner Ecosystem, working collaboratively with resellers, system integrators, and implementation partners to drive co-sell motions and expand market coverage. 
  • Engaging partners in joint account planning and deal execution, ensuring alignment on sales strategies and customer acquisition efforts. 
  • Delivering detailed account planning and forecasting, driving long-term engagement and expansion opportunities. 
  • Partnering with BDRs and marketing teams to build a robust pipeline through targeted campaigns, events, and thought leadership initiatives. 
  • Clearly articulating the iManage value proposition and competitive differentiation to executive-level audiences, with a focus on ROI, security, compliance, and operational efficiency. 
  • Representing iManage at key industry conferences, trade shows, and partner-led events. 

iM Qualified Because I Have… 

  • 5+ years of quota-driven SaaS sales experience, preferably in legal tech or enterprise software sales. 
  • A proven track record of selling into midmarket law firms, with experience leveraging reseller and technology partnerships to drive revenue. 
  • Experience managing multi-stakeholder sales cycles, collaborating with partners and internal teams to win and expand business. 
  • Strong ability to build executive relationships and position strategic, value-driven solutions. 
  • A data-driven mindset, using insights to identify market trends and growth opportunities. 
  • Excellent storytelling and objection-handling skills, translating technical solutions into clear business value. 
  • A self-motivated, results-oriented approach with a passion for driving new business growth. 

Bonus Points If I Have… 

  • Experience selling legal technology solutions and working with law firms through partner-led sales motions. 
  • Familiarity with enterprise sales methodologies (e.g., MEDDPICC, Challenger, or Value-Based Selling). 
  • Proven ability to jointly sell with implementation and reseller partners, aligning strategies for mutual success. 
 

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! 

iM Getting To… 

  • Join a supportive, experienced team with an inclusive, encouraging, and vibrant culture. 
  • Have flexible work hours that allow me to balance my ‘me time’ with my work commitments. 
  • Collaborate in a modern open plan workspace, with a gaming area, free snacks, drinks and regular social events. 
  • Focus on impactful work, solving complex, real challenges utilising the latest technologies and protocols. 
  • Own my career path with our internal development framework. Ask us more about this! 
  • Learn new skills and earn certifications with access to unlimited courses in LinkedIn Learning. 
  • Join an innovative, industry leading SaaS company that is continuing to grow & scale! 

iManage Is Supporting Me By… 

  • Creating an inclusive environment where you’re encouraged to help shape the culture by bringing your unique perspective, not just by fitting in.  
  • Providing a market leading salary determined through a fair and consistent process, equitable for all our employees, and regularly reviewed against industry benchmarks.  
  • Rewarding me with an annual performance-based bonus.  
  • Providing enhanced parental leave (20 weeks for primary and 10 weeks for secondary caregiver at 100% pay)  
  • Matching my pension contribution (up to 6%)  
  • Offering BUPA private medical insurance & a Simplyhealth cash plan to assist with the everyday costs.  
  • Providing Group life cover, including life insurance, income protection, and critical illness protection.  
  • Encouraging me to make use of our top-tier flexible time off policy, which includes 25 days of annual leave and the flexibility to take further additional time off as needed  
  • Having multiple company wellness days each year to prioritize mental health and well-being.  
  • Providing access to RethinkCare, a global behavioral health platform that enhances personal well-being, strengthens professional resilience, and empowers parental success through expert-led training and resources.  

iManage is committed to providing an excellent candidate experience and will never ask you to engage in recruitment activity via text and exclusively communicates from emails using the @imanage.com domain. If you have any concerns or questions about communications you have received, please send them to careers@imanage.com so our team members can review. 

About iManage… 

At iManage, we are dedicated to Making Knowledge Work™. Our intelligent, cloud-enabled, and secure platform is trusted by 4,100+ customers and 430,000 users worldwide, managing over 11 billion documents and 11 petabytes of data. We empower professionals across 65+ countries to unlock the full potential of their business content and communications.  

We are continuously innovating to solve the most complex professional challenges and enable better business outcomes; Our work is not always easy but it is ambitious and rewarding.  

So we’re looking for people who embrace challenges. People who thrive on solving problems, pushing boundaries, and collaborating with the industry’s best and brightest. That’s the iManage way. It’s how we turn the impossible into reality, empower our employees to grow, unlock their potential, and create a meaningful impact on everything we do.  

Whoever you are, whatever you do, however you work. Make it mean something at iManage. 

iManage provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.  

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. 

Learn more at: www.imanage.com  

Please see our privacy statement for more information on how we handle your personal data: https://imanage.com/privacy-policy/  

#LI-KN1
#LI-Hybrid

Similar Jobs

Salesforce - Regional Sales Director - Middle Market

Salesforce

(Remote)
1 Month ago
Warner Bros Games - Senior Data Engineer

Warner Bros Games

Atlanta, Georgia, United States (Hybrid)
2 Months ago
Jane Street - Technical Program Manager

Jane Street

New York, New York, United States (On-Site)
1 Day ago
Minecast - Account Executive

Minecast

(Remote)
1 Day ago
Kyruuus health - Director, Engineering Operations

Kyruuus health

(Remote)
2 Days ago

Get notifed when new similar jobs are uploaded

Similar Skill Jobs

lifechruh - Senior Software Engineer

lifechruh

Edmond, Oklahoma, United States (On-Site)
1 Month ago
IManage - Associate / Junior Software Engineer (Full-Stack)

IManage

London, England, United Kingdom (Hybrid)
1 Day ago
Instrumental - Content Marketer

Instrumental

(Remote)
2 Years ago
lifechruh - Senior Data Scientist

lifechruh

Edmond, Oklahoma, United States (On-Site)
4 Months ago
Life church - StaffKids Teacher

Life church

Edmond, Oklahoma, United States (On-Site)
6 Months ago
Socialpoint - Senior Software Engineer (Full Stack Engineer)

Socialpoint

Barcelona, Catalonia, Spain (Hybrid)
1 Month ago
Blitre Rewards - Director, B2B Events and Experiences

Blitre Rewards

New York, New York, United States (On-Site)
2 Days ago
Socialpoint - Senior Producer (Live Ops)

Socialpoint

Barcelona, Catalonia, Spain (Hybrid)
1 Month ago
Kyruuus health - Director, Engineering Operations

Kyruuus health

(Remote)
2 Days ago
Warner Bros Games - Construction Project Director

Warner Bros Games

(On-Site)
3 Weeks ago

Get notifed when new similar jobs are uploaded

Jobs in London, England, United Kingdom

Virtue Inc. - Art Director

Virtue Inc.

London, England, United Kingdom (On-Site)
2 Days ago
IMC - Compliance Officer – US Regulatory Specialist

IMC

London, England, United Kingdom (On-Site)
1 Day ago
Jane Street - Quantitative Trader

Jane Street

London, England, United Kingdom (On-Site)
1 Day ago
Zynga - UI/UX Designer

Zynga

London, England, United Kingdom (Hybrid)
2 Days ago
N-iX - Senior C++ Engineer (High Performance Computing)

N-iX

United Kingdom (Remote)
2 Months ago
Blazing griffin - Designer (Games)

Blazing griffin

Glasgow, Scotland, United Kingdom (Hybrid)
4 Months ago
Rockstar Games - Senior Gameplay Systems Programmer

Rockstar Games

Edinburgh, Scotland, United Kingdom (On-Site)
2 Months ago
AppZen - Enterprise Account Executive - London

AppZen

London, England, United Kingdom (Hybrid)
6 Months ago
The Walt Disney Company - Licensing Sales Manager - Sportswear

The Walt Disney Company

London, England, United Kingdom (Hybrid)
2 Weeks ago
Assystems - Process Engineer

Assystems

Blackburn, England, United Kingdom (On-Site)
6 Months ago

Get notifed when new similar jobs are uploaded

Similar Category Jobs

Looks like we're out of matches

Set up an alert and we'll send you similar jobs the moment they appear!

About The Company

London, England, United Kingdom (Hybrid)

Chicago, Illinois, United States (Hybrid)

Chicago, Illinois, United States (Hybrid)

Belfast, Northern Ireland, United Kingdom (Hybrid)

Chicago, Illinois, United States (On-Site)

Chicago, Illinois, United States (Hybrid)

View All Jobs

Get notified when new jobs are added by IManage

Level Up Your Career in Game Development!

Transform Your Passion into Profession with Our Comprehensive Courses for Aspiring Game Developers.

Job Common Plug