Senior Account Manager - Southeast
WFA Digital Insight
The demand for skilled account managers in the legal tech sector has seen significant growth, with many companies like iManage seeking professionals who can bridge the gap between technology and legal expertise. As the legal industry continues to evolve, professionals with a deep understanding of legal technology and strong commercial leadership skills are in high demand. iManage stands out for its innovative approach to legal tech, and this role offers a chance to work with cutting-edge technology and contribute to the company's growth. With the legal tech market expected to continue its upward trend, candidates with experience in document management, legal knowledge platforms, or professional services software will have a competitive edge. Before applying, candidates should be prepared to demonstrate their ability to navigate complex stakeholder environments and drive sustained revenue growth.
Job Description
About the Role
The Senior Account Manager position at iManage is a remote role that requires a unique blend of legal technology expertise and commercial leadership skills. As a key member of the Law team, you will be responsible for owning and growing a strategically significant portfolio of mid-market law firm accounts within your assigned region. You will serve as the senior commercial owner of your book, driving sustained revenue growth through cross-sell and upsell motions while ensuring long-term client retention and executive alignment. This role requires deep legal technology expertise and strong commercial leadership, as well as the ability to operate as a trusted advisor to firm leadership, IT decision-makers, and knowledge management stakeholders.Day-to-day, you will be responsible for developing and executing strategic account plans, identifying whitespace and new practice adoption opportunities, and leading commercial discussions with key stakeholders. You will also be expected to maintain disciplined forecasting, pipeline visibility, and account health metrics within Salesforce, and stay ahead of legal industry trends and competitive landscape shifts to proactively guide clients and uncover growth opportunities.
What You Will Do
- Own and execute strategic account plans across a defined portfolio of mid-market law firms, balancing retention with expansion growth objectives
- Drive cross-sell and upsell opportunities by identifying whitespace, new practice adoption, and additional solution alignment within existing accounts
- Lead commercial discussions including renewals, pricing strategy, contract expansions, and bookings execution
- Build executive-level relationships with Managing Partners, CIOs, Directors of IT, and KM leaders to position iManage as a long-term strategic platform partner
- Partner closely with Customer Success, Professional Services, Product, and Marketing to ensure strong adoption, client advocacy, and measurable outcomes
- Maintain disciplined forecasting, pipeline visibility, and account health metrics within Salesforce
- Stay ahead of legal industry trends, competitive landscape shifts, and client modernization initiatives to proactively guide clients and uncover growth opportunities
- Develop and execute strategic account plans to achieve revenue growth and client satisfaction goals
- Collaborate with internal stakeholders to identify and prioritize sales opportunities
- Provide input into product development and marketing strategies based on client feedback and industry trends
What We Are Looking For
- 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
- Strong knowledge of legal technology and trends
- Excellent communication and interpersonal skills
Nice to Have
- Experience in document management, legal knowledge platforms, or professional services software
- Familiarity with structured growth methodologies such as MEDDICC, SPIN, or Challenger
- Experience partnering with implementation teams or channel partners to accelerate account growth
- A passion for supporting the legal industry’s transformation and helping firms modernize the way they work
Benefits and Perks
- Competitive salary and bonus structure
- Comprehensive health insurance and benefits package
- Generous paid time off and holiday policy
- Remote work stipend and flexible work arrangements
- Opportunities for professional growth and development
- Access to cutting-edge technology and tools
- Collaborative and dynamic work environment
How to Stand Out
- Develop a strong understanding of the legal tech industry and its trends to stand out as a candidate
- Highlight your experience with Salesforce and Excel in your application and be prepared to demonstrate your skills
- Practice your consultative selling skills and be prepared to provide examples of how you have driven revenue growth in previous roles
- Research iManage and its products to understand the company's mission and values
- Be prepared to discuss your experience working with law firms and legal technology environments
- Emphasize your ability to navigate complex stakeholder environments and build executive-level relationships
- Consider creating a portfolio of your work to demonstrate your achievements and skills
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