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Role Description

This is a remote role within a global team that utilizes cutting-edge technology to stay connected with colleagues worldwide. Occasional travel to a local office may be required for in-person collaboration with your team, as well as for company events, team building activities, or strategic meetings.

Being a Senior Director, Account Management, Law at iManage Means…

• You are a strategic revenue leader responsible for driving sustained, scalable growth across a mid & large law segment.
• You don’t just manage sellers. You shape markets, elevate leaders, and influence how iManage competes and wins.
• You lead with clarity and accountability, building high-performance sales organizations that consistently exceed targets.
• You set the vision for execution, create alignment across functions, and ensure our go-to-market motion evolves as the market evolves.
• This role carries full ownership of segment revenue performance, forecasting accuracy, talent development, and strategic market expansion.
• Your leadership directly impacts company growth, competitive positioning, and long-term customer value.
• At iManage, sales leadership is measured by how you elevate Talent, shape Strategy, drive Collaboration, and execute with Operational rigor.

Qualifications

• 10+ years of experience in B2B SaaS sales with significant leadership responsibility.
• Proven experience leading managers or senior sellers within a high-growth, enterprise-focused environment.
• A demonstrated track record of owning and exceeding regional or segment-level revenue targets.
• Experience driving forecast accuracy and operational discipline at scale.
• Strong executive presence with the ability to engage C-level stakeholders internally and externally.
• Deep experience diagnosing performance trends and adjusting go-to-market strategy accordingly.
• Strong cross-functional leadership across Marketing, RevOps, Product, Customer Success, and Partner organizations.

Requirements

• Own segment-level revenue targets across new business and expansion.
• Build and execute multi-quarter growth plans aligned to company objectives.
• Design territory coverage and resource allocation models to maximize market penetration.
• Identify whitespace opportunities and expand strategic accounts.
• Strengthen executive-level customer relationships to accelerate large, complex deals.
• Partner with Product and Marketing to refine positioning based on market feedback and competitive insight.
• Lead and develop Sales Managers and senior sellers.
• Recruit, hire, and build bench strength for long-term scalability.
• Establish clear performance expectations and accountability standards.
• Coach leaders on pipeline inspection, deal strategy, and talent development.
• Drive succession planning across the organization.
• Partner with RevOps to improve forecasting models and reporting accuracy.
• Align with Marketing on demand generation, regional strategy, and campaign execution.
• Collaborate with Customer Success and Professional Services to drive expansion and long-term value.
• Work closely with Partner leadership to increase partner-sourced pipeline.
• Influence pricing, packaging, and go-to-market innovation.
• Lead forecast calls, QBRs, territory planning, and pipeline governance.
• Ensure consistent use of sales methodology across qualification and closing.
• Improve funnel conversion through data-driven inspection and enablement.
• Drive forecasting accuracy and predictable revenue performance.
• Maintain clear executive visibility into pipeline health and segment performance.

Benefits

• Market competitive salary that is applied through a consistent process, equitable for all employees, and regularly reviewed based on industry data.
• Annual sales commission plan.
• Comprehensive Health/Vision/Dental/Life Insurance, and a 401k Retirement Savings Plan with a company match up to 4%.
• Enhanced leave for expecting parents; 20 weeks 100% paid for primary leave, and 10 weeks 100% paid for secondary leave.
• Flexible time off policy to take the time off that I need.
• Multiple company wellness days each year to prioritize mental health and well-being.
• 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.