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. 

Being a Sales Director, EMEA Law at iManage Means… 

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. 

iM Responsible For… 

• 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 RevOps, 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 

iM Qualified Because I Have… 

• 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, RevOps, Product, Customer Success, and Partner organisations 

Bonus Points If I Have… 

• 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! 

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 LinkedIn Learning courses and interactive Microsoft courses & training. 
• Be part of a supportive and experienced team within a dynamic, inclusive, and encouraging culture. 
• Enjoy flexible work hours that empower me to balance personal time with professional commitments. 
• Collaborate in a modern, open-plan workspace featuring a gaming area, free snacks and drinks, and regular social events. 

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 [email protected] 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 recruitment privacy statement for more information on how we handle your personal data.
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