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