Senior Sales Director, Account Management, Law

iManage is a global leader in intelligent cloud-enabled solutions for managing business content and communications. The Senior Sales Director, Account Management, Law is responsible for driving revenue growth across the mid and large law segment, leading high-performance sales teams, and collaborating cross-functionally to enhance market strategy and execution.

Responsibilities:

• Own segment-level revenue targets across new business and expansion
• Build and execute multi-quarter growth plans aligned to company objective
• 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

Requirements:

• 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
• Experience in Legal Tech SaaS
• Experience selling or positioning AI-driven technologies
• Experience scaling sales organizations during periods of rapid growth or transformation