Responsibilities
* 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
Qualifications
* 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
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
Benefits
* Market competitive salary that is applied through a consistent process, equitable for all employees, and regularly reviewed based on industry data
* Annual performance-based bonus
* Enhanced parental leave (20 weeks for primary and 10 weeks for secondary caregiver at 100% pay)
* Matching pension contribution (up to 6%)
* BUPA private medical insurance & a Simplyhealth cash plan to help with everyday costs
* Group life cover (including life insurance, income protection and critical illness protection)
* 25 days annual leave, bank holidays, and other life events
* Multiple company wellness days and free access to the Healthy Minds app for mindfulness, meditation and more
Equal Employment Opportunity Statement
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.
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