Key skills
SaaSSalesforceCRMLeadershipCollaborationCustomer SuccessAccount Management
About this role
Role Overview
- 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.
Requirements
- 8-12+ years of experience in account management, strategic partnerships, or revenue ownership within B2B SaaS (Legal Tech strongly preferred)
- Demonstrated success growing existing accounts through consultative selling, executive alignment, and proactive opportunity development.
- Experience selling into or supporting law firms and legal technology environments.
- Strong commercial acumen with experience managing quota tied to both expansion revenue and bookings.
- Ability to navigate complex stakeholder environments across IT, Operations, and Firm Leadership.
- Experience forecasting and managing pipeline within Salesforce or similar CRM platforms.
- A strategic mindset paired with operational discipline and strong cross-functional collaboration skills.
- Bachelor’s degree or equivalent experience.
Benefits
- Comprehensive Health/Vision/Dental/Life Insurance
- 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
- Multiple company wellness days each year
- Access to RethinkCare, a behavioral health platform