Account Manager (Law)

About the role

We offer a flexible working policy that supports a healthy balance between personal and professional well-being. This role requires in-office presence on Tuesdays & Thursdays to collaborate, connect, and learn from peers - while also maintaining the flexibility for meaningful work-life balance. Being an Account Manager, Law at iManage Means You will inherit relationships that sales already fought hard to win, and your job is to make them worth more every year. You own a book of SMB and Mid-Market law firm customers, and you’re the person those firms call when they’re ready to do more with iManage.

Responsibilities

• Responsible for owning renewal and expansion outcomes for an assigned book of Small & Mid-Market law firm accounts.
• Builds account plans that map current product footprint against whitespace, prioritizing cross-sell and upsell opportunities by revenue potential and firm readiness.
• Runs structured business reviews with firm stakeholders (COOs, IT Directors, Practice Group Leaders) to surface new use cases and expand adoption.
• Prioritizes cross-sell and upsell opportunities by revenue potential and firm readiness.
• Partners with Customer Success to translate product usage and adoption data into expansion conversations before renewal.
• Manages full-cycle upsell and cross-sell deals: discovery, business case, pricing, negotiation, and close.
• Forecasts the expansion pipeline accurately and maintains pipeline hygiene in Salesforce.
• Collaborates with Sales Engineering and Product Marketing to position new modules and capabilities to existing customers.
• Protects the base: flagging churn risk early and looping in Customer Success and leadership on at-risk accounts.

Requirements

• 2-4+ years of experience in a B2B SaaS Account Management, Customer Success, or Sales role carrying an expansion or renewal quota, with that experience coming from legal tech, compliance, or a closely adjacent professional-services SaaS category (e.g., document management, practice management, e-billing, contract lifecycle management).
• Experience managing a portfolio of accounts and prioritizing across a book, not just a single relationship.
• A track record of identifying and closing upsell or cross-sell opportunities within existing customers.
• Working knowledge of how law firms or similar professional services organizations buy and adopt technology.
• Strong discovery skills; comfortable asking questions that uncover unmet needs inside an account.
• Experience using Salesforce or a comparable CRM to manage pipeline and forecast.
• Clear, confident communication with the ability to run a business review with senior stakeholders.
• A bachelor’s degree or equivalent experience.

Qualifications

• Direct experience selling into law firms specifically, rather than professional services broadly.
• Familiarity with iManage or a competing document/knowledge management platform.
• Exposure to a structured sales methodology (MEDDIC, Challenger, Value-Based Selling).

Skills

• Strong communication and interpersonal skills.
• Ability to build and maintain strong relationships with clients.
• Proficiency in Salesforce or a comparable CRM.
• Ability to manage and forecast sales pipelines.
• Knowledge of legal and professional services industries.

Benefits

• Market competitive salary that is applied through a consistent process, equitable for all our employees, and regularly reviewed based on industry data.
• An annual performance-based bonus.
• Comprehensive Health/Vision/Dental/Life Insurance, and a 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.
• A flexible time off policy to take the time off that I need.
• Multiple company wellness days each year to prioritize mental health and well-being.
• Access to RethinkCare, a global behavioral health platform that enhances personal well-being, strengthens professional resilience, and empowers parental success through expert-led training and resources.

Pay

The overall US annual base salary range for this position is $90,000-$120,000 per year. Individual compensation for each candidate depends on factors such as qualifications, experience, and candidate location. This range does not include additional forms of compensation, such as bonuses, commission, or benefits.

Schedule

This role requires in-office presence on Tuesdays & Thursdays to collaborate, connect, and learn from peers - while also maintaining the flexibility for meaningful work-life balance.