Senior Sales Manager, EMEA

Job Description

Being a Senior Sales Manager at iManage Means…  

You are a dynamic, results-driven SaaS sales leader with a proven track record of building and scaling high-performing teams. You have extensive experience managing sales teams focused on selling to the legal market segment. You thrive in high-growth, fast-paced environments, demonstrating exceptional ability to close deals, expand markets, and drive measurable revenue outcomes.  

You will lead the sales team responsible for our EMEA Corporate customers, operating in our fastest-growing customer segment with a rich addressable market. With strong inbound lead flow (via Business Development and Marketing) and a thriving pipeline, you will capitalize on untapped opportunities to drive growth. You understand the complexities of selling to the legal market, the pace this segment demands, and the importance of pipeline visibility, accuracy, and predictability. You will work closely with the wider business to leverage and execute growth strategies with Marketing, Partners, Pre-Sales, Customer Success, Professional Services, Product Management 

At iManage, we believe our success is tied to the success of our customers. You will share this belief and lead with empathy, striving to understand and appreciate the unique needs of our end users while fostering an inclusive, collaborative culture where diverse experiences and perspectives are celebrated.  

iM Responsible For…  

• Driving Measurable Results:Leading and inspiring a sales team to exceed revenue targets, develop their careers, and find meaning in their work.
• Developing Sales Talent: Mentoring and coaching Account Executives, conducting regular 1:1s to refine territory planning, prospecting strategies, and sales execution.
• Optimizing Pipeline Management: Ensuring accurate forecasting through visibility into key pipeline metrics and team performance.
• Expanding Market Opportunities: Overseeing indirect sales opportunities via partners, ensuring they have the resources to succeed with new logo leads.
• Collaborating Cross-Functionally:Partnering with the Partner Eco-Sysem, Sales Operations, Business Development, Pre-Sales, and other teams to capture untapped customer segments and drive alignment on go-to-market initiatives.
• Strategizing for Growth: Designing and executing future team growth strategies, including identifying when to expand headcount to scale operations effectively.
• Building Industry Expertise:Developing and executing go-to-market strategies and value propositions tailored to small and midsize legal customers, addressing their unique challenges.
• Fostering a High-Performance Culture: Driving a culture of recognition, continuous learning, and accountability, ensuring that every team member thrives and delivers value to customers.

iM Qualified Because I Have…  

• 5+ years of experience selling SaaS (preference in Legal Tech) solutions with a proven track record of exceeding sales targets.
• 5+ years of experience coaching, managing, and scaling New Business sales teams in high-growth environments.
• Demonstrated success hiring, developing, and retaining top-performing sales talent.
• Expertise in managing complex, multi-stakeholder sales cycles, and delivering measurable results in competitive markets.
• Experience producing accurate forecasts and driving predictable pipeline performance.
• Proficiency with tools like Salesforce, LinkedIn Navigator, Clari, and Gong to monitor performance and optimize reporting.
• A data-driven mindset with the ability to analyze metrics and improve sales strategies continuously.
• A passion for navigating high-volume, fast-paced sales environments while maintaining focus on customer success.

Bonus Points If I Have…  

• Experience selling legal technology solutions or SaaS products to law firms and professional services firms.
• A deep understanding of the challenges faced by legal professionals, including compliance, security, and operational inefficiencies.
• Experience scaling sales teams and processes across EMEA in dynamic, high-growth SaaS environments.