Senior Executive

Summary

Join iManage as a Senior Account Executive and manage a portfolio of 150+ corporate legal accounts. Develop and execute account strategies to expand the footprint, increase revenue, and strengthen client relationships. Lead complex deal cycles, negotiate solutions, and give executive-level presentations. Collaborate with marketing, customer success, and product teams. Serve as a trusted advisor to clients, providing insights and recommendations. Identify and capitalize on upsell and cross-sell opportunities. Maintain accurate pipeline management and forecasting. Stay current on industry trends and emerging technologies. This role requires 5+ years of B2B Legal SaaS sales experience managing large accounts.

Requirements

• 5+ years of experience in B2B Legal SaaS sales, with a focus on managing large accounts (150+ users)
• Proven track record of exceeding sales targets and driving revenue growth in complex, multi-stakeholder environments
• Strong negotiation, communication, and presentation skills, with a demonstrated ability to influence senior decision-makers
• Strategic thinker with a consultative selling approach and a deep understanding of enterprise sales processes
• Experience leveraging CRM systems (e.g., Salesforce) for pipeline management and forecasting
• Ability to work independently and collaboratively in a fast-paced, results-driven environment
• Bachelor's degree or equivalent experience required

Responsibilities

• Manage a large portfolio of 150+ user corporate accounts, driving growth through strategic relationship management and cross-functional collaboration
• Develop and execute account strategies to expand footprint, increase revenue, and strengthen long-term client relationships
• Lead complex deal cycles, including multi-stakeholder negotiations, solution customization, and executive-level presentations
• Partner closely with marketing, customer success, and product teams to align on customer needs and deliver tailored solutions
• Serve as a trusted advisor to clients, providing insights and recommendations that address their unique business challenges and opportunities
• Identify and capitalize on upsell, cross-sell, and renewal opportunities to achieve and exceed quarterly and annual targets
• Maintain accurate pipeline management and forecasting through CRM tools, ensuring timely and accurate reporting
• Stay current on industry trends, competitive landscape, and emerging technologies to position our solutions effectively

Preferred Qualifications

• Experience selling legal technology, compliance solutions, or document management software
• Knowledge of complex sales methodologies (e.g., MEDDIC, Challenger, Value-Based Selling)
• A track record of jointly selling with implementation and reseller partners

Benefits

• 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
• Providing a market competitive salary that is applied through a consistent process, equitable for all our employees, and regularly reviewed based on industry data
• Rewarding me with an annual performance-based bonus
• Offering comprehensive Health/Vision/Dental/Life Insurance, and a 401k Retirement Savings Plan with a company match up to 4%
• Granting enhanced leave for expecting parents; 20 weeks 100% paid for primary leave, and 10 weeks 100% paid for secondary leave
• Providing me with a flexible time off policy to take the time off that I need. Be it for vacation, volunteering, celebrating holidays, spending time with family, or simply taking time to recharge and reset
• 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