EMEA Law Firm SaaS Sales Director

iManage; London; Hybrid; NOK 1,442,000 - 1,827,000; Full time

Benefits offered by this job

Competitive salary

Performance-based bonus

Parental leave

Pension plan

Private medical insurance

Flexible time off

Job summary

iManage is seeking a Sales Director, EMEA Law to drive revenue growth across the small and medium law segment in EMEA. You will lead two high-performing teams—new business and account management—while shaping territory strategy and partnering with Marketing, Product, and RevOps for compelling messaging and sustained pipeline.

You will own forecasts, coach leaders on negotiation and close strategy, and coordinate cross-functional efforts to expand relationships with law firms.

Qualifications

• 8+ years of B2B SaaS sales experience, including direct leadership of both new business and account management functions.
• Proven track record leading sales managers or senior sellers within a high-velocity, segment-focused sales organisation.
• A demonstrated history of owning and exceeding revenue targets spanning new logo acquisition and existing account expansion.
• Experience building territory and coverage models for a small & medium market (SMB/mid-market) segment.
• Strong forecasting discipline and operational rigour across multiple, distinct sales motions.
• Strong executive presence, with the ability to engage internal stakeholders and external customer leadership.
• Experience partnering cross-functionally across Marketing, RevOps, Product, Customer Success, and Partner organisations.

Responsibilities

• Own revenue targets that span both new business (net-new law firm logos) and existing business (renewals, expansion, upsell) across the small & medium law segment in EMEA.
• Lead and develop two distinct functions: a new business team focused on net-new logo acquisition and an account management team focused on retention and expansion, with clear strategy, targets, and accountability for each
• Build and execute territory and account coverage plans that maximise penetration across small and medium law firms
• Identify whitespace within the existing customer base and build pipeline strategies that convert prospects into net-new customers
• Partner with Marketing and Product to sharpen positioning and messaging for the small & medium law segment based on competitive and market feedback
• Lead forecast calls, pipeline reviews, and QBRs across both functions, ensuring forecasting accuracy and consistent use of sales methodology from qualification through close
• Partner with RevOps, Customer Success, Professional Services, and Partner leadership to align coverage models, expansion motions, and partner-sourced pipeline
• Coach both teams on deal strategy, negotiation, and pipeline inspection to improve win rates and funnel conversion

Skills

B2B SaaS sales

Leadership of multiple teams

Forecasting discipline

Executive stakeholder management

Revenue target ownership

Cross-functional collaboration

Job description

iManage is seeking a Sales Director, EMEA Law to drive revenue growth across the small and medium law segment in EMEA. You will lead two high-performing teams—new business and account management—while shaping territory strategy and partnering with Marketing, Product, and RevOps for compelling messaging and sustained pipeline.

You will own forecasts, coach leaders on negotiation and close strategy, and coordinate cross-functional efforts to expand relationships with law firms.