iManage

Account Executive

• Own segment-level revenue targets across new business and expansion
• Build and execute multi-quarter growth plans aligned to company's 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
• Drive succession planning across the organization
• 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
• Lead forecast calls, QBRs, territory planning, and pipeline governance
• Ensure consistent use of sales methodology across qualification and closing
• Drive forecasting accuracy and predictable revenue performance

Director of Account Management – Law Firms

Account Manager

• Owning and executing strategic account plans across a defined portfolio of mid-market law firms, balancing retention with expansion growth objectives
• Driving cross-sell and upsell opportunities by identifying whitespace, new practice adoption, and additional solution alignment within existing accounts
• Leading commercial discussions including renewals, pricing strategy, contract expansions, and bookings execution
• Building executive-level relationships with Managing Partners, CIOs, Directors of IT, and KM leaders to position iManage as a long-term strategic platform partner
• Partnering closely with Customer Success, Professional Services, Product, and Marketing to ensure strong adoption, client advocacy, and measurable outcomes
• Maintaining disciplined forecasting, pipeline visibility, and account health metrics within Salesforce
• Staying ahead of legal industry trends, competitive landscape shifts, and client modernization initiatives to proactively guide clients and uncover growth opportunities

Account Manager – Law Firms

• Owning and executing strategic account plans across a defined portfolio of mid-market law firms, balancing retention with expansion growth objectives.
• Driving cross-sell and upsell opportunities by identifying whitespace, new practice adoption, and additional solution alignment within existing accounts.
• Leading commercial discussions including renewals, pricing strategy, contract expansions, and bookings execution.
• Building executive-level relationships with Managing Partners, CIOs, Directors of IT, and KM leaders to position iManage as a long-term strategic platform partner.
• Partnering closely with Customer Success, Professional Services, Product, and Marketing to ensure strong adoption, client advocacy, and measurable outcomes.
• Maintaining disciplined forecasting, pipeline visibility, and account health metrics within Salesforce.
• Staying ahead of legal industry trends, competitive landscape shifts, and client modernization initiatives to proactively guide clients and uncover growth opportunities.

Account Manager – Southeast Law Firms

• Owning the full account relationship for a defined portfolio of corporate legal customers
• Identifying white-space and expansion opportunities through discovery, stakeholder engagement, and adoption analysis
• Developing and executing expansion plans to drive cross-sell and upsell motions aligned with customer goals
• Guiding and accelerating product adoption
• Conducting regular business reviews and strategic planning sessions with executive and legal leadership
• Collaborating with Sales Engineering, Product, and Customer Success to understand customer needs and solution fit
• Managing accurate forecasting, pipeline discipline, and expansion pipeline visibility within CRM systems
• Driving net revenue retention (NRR) and expansion revenue targets for your portfolio
• Building and maintaining long-term strategic relationships

Account Manager – Corporate Legal

• Own and execute strategic account plans for mid-market law firms
• Drive cross-sell and upsell opportunities within existing accounts
• Build executive-level relationships with Managing Partners and IT leaders
• Maintain disciplined forecasting and pipeline visibility in Salesforce

Account Manager – West

Account Manager – Southeast

Account Manager – Northeast

• Qualify and sign new partners
• Manage inbound partnership interest with speed and judgment
• Get partners building
• Activate partners and take them to market
• Manage your territory
• Build the playbook
• Coordinate internally

ISV Partner Account Manager

• Own segment-level revenue targets across new business and expansion
• Build and execute multi-quarter growth plans aligned to company's 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
• Drive succession planning across the organization
• Partner with RevOps to improve forecasting models and reporting accuracy

Director of Account Management

• Own segment-level revenue targets across new business and expansion
• Build and execute multi-quarter growth plans aligned to company's 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
• Drive succession planning across the organization
• Lead forecast calls, QBRs, territory planning, and pipeline governance

Sales Director, Account Management

• Own the quality and presales scoping of complex enterprise services engagements
• Partner with Account Executives across law and corporate verticals
• Serve as a trusted partner to the Sales organization
• Translate customer needs and business drivers into clear, well-scoped service packages
• Drive growth and scale while ensuring thoughtful, technically sound service engagements