At a Glance
- Tasks: Own the sales cycle and build relationships with law firms across EMEA.
- Company: Join a leading tech company focused on innovative solutions for legal professionals.
- Benefits: Competitive salary, performance bonuses, enhanced parental leave, and wellness days.
- Other info: Dynamic work environment with opportunities for growth and learning.
- Why this job: Make an impact in the legal tech space while developing your sales skills.
- Qualifications: 3+ years in B2B sales, preferably in SaaS or enterprise technology.
The predicted salary is between 50000 - 65000 € per year.
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.
Account Executive, EMEA employer: iManage
iManage is an exceptional employer that fosters a dynamic and inclusive work culture, offering Account Executives in the EMEA region the opportunity to thrive in a collaborative environment focused on innovation and professional growth. With competitive salaries, generous parental leave, and comprehensive wellness benefits, employees are supported both personally and professionally, ensuring a fulfilling career path while contributing to cutting-edge solutions in the legal technology sector.
StudySmarter Expert Advice🤫
We think this is how you could land Account Executive, EMEA
✨Tip Number 1
Get to know the company inside out! Research iManage's solutions and their impact on law firms. This will help you tailor your conversations and show that you're genuinely interested in what we do.
✨Tip Number 2
Network like a pro! Attend industry events and connect with potential clients or partners. Building relationships is key, so don’t be shy about reaching out through LinkedIn or our website.
✨Tip Number 3
Practice your pitch! Be ready to discuss how iManage can solve specific pain points for law firms. Role-playing with a friend can help you nail those discovery conversations.
✨Tip Number 4
Stay organised! Keep track of your leads and follow-ups in a CRM. This not only helps you manage your pipeline but also shows us that you have the discipline needed for longer sales cycles.
We think you need these skills to ace Account Executive, EMEA
Some tips for your application 🫡
Tailor Your CV:Make sure your CV speaks directly to the role of Account Executive. Highlight your B2B sales experience, especially in SaaS or enterprise tech, and showcase any relevant achievements that align with our needs.
Craft a Compelling Cover Letter:Your cover letter is your chance to shine! Use it to tell us why you’re passionate about the legal tech space and how your experience can help us achieve our goals in EMEA. Be genuine and let your personality come through.
Showcase Your Sales Skills:In your application, don’t just list your skills—demonstrate them! Share specific examples of how you've successfully managed full-cycle sales, particularly in complex environments like law firms. We love seeing real results!
Apply Through Our Website:We encourage you to apply directly through our website. It’s the best way for us to receive your application and ensures you’re considered for the role. Plus, it shows you’re keen on joining the StudySmarter team!
How to prepare for a job interview at iManage
✨Know Your Sales Cycle Inside Out
Make sure you can confidently discuss the full sales cycle, especially in the context of law firms. Be prepared to share specific examples from your past experiences where you successfully navigated complex sales processes and how you managed multi-stakeholder relationships.
✨Research EMEA Legal Market Trends
Stay updated on the latest trends and challenges within the EMEA legal market. This knowledge will not only impress your interviewers but also help you position iManage solutions effectively during your discussions.
✨Master Value-Based Selling
Familiarise yourself with value-based and outcome-driven selling techniques. Prepare to demonstrate how you've built ROI-driven business cases in previous roles, as this will be crucial for engaging high-level stakeholders.
✨Showcase Your CRM Savvy
Be ready to talk about your experience with CRM management and forecasting discipline. Highlight any specific tools you've used and how you've maintained forecast accuracy, as this is key for managing longer sales cycles.
