Account Manager (Law)

*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. Success means the accounts you touch grow, renew, and never wonder if someone’s paying attention. **iM Responsible For…** - Owning renewal and expansion outcomes for an assigned book of Small & Mid-Market law firm accounts. - Building account plans that map current product footprint against whitespace, prioritizing cross-sell and upsell opportunities by revenue potential and firm readiness. - Running structured business reviews with firm stakeholders (COOs, IT Directors, Practice Group Leaders) to surface new use cases and expand adoption. - Partnering with Customer Success to translate product usage and adoption data into expansion conversations before renewal. - Managing full-cycle upsell and cross-sell deals: discovery, business case, pricing, negotiation, and close. - Forecasting the expansion pipeline accurately and maintaining pipeline hygiene in Salesforce. - Coordinating with Sales Engineering and Product Marketing to position new modules and capabilities to existing customers. - Protecting the base: flagging churn risk early and looping in Customer Success and leadership on at-risk accounts. **iM Qualified Because I Have…** - 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. **Bonus Points If I Have…** - 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). *Don’t meet every qualification listed above? Studies show that women and people of color are less likely to apply to jobs unless they meet all qualifications. At iManage, we are committed to building a diverse and inclusive environment, and encourage everyone to show up as their full authentic selves. We welcome those that come with a growth mindset and a hunger for learning; so, if you are excited about this role but your past experience doesn’t align perfectly with every qualification we encourage you to apply anyways!* **iM Getting To…** - Join a rapidly evolving, industry-leading SaaS company on an exciting journey of growth and scalability! - Take on meaningful, high-impact challenges by leveraging cutting-edge technologies and best-in-class protocols to drive innovation. - Own my career path with our internal development framework. Ask us more about this! - Expand my skill set and earn certifications with unlimited acce…