[Hiring] Director of Account Management @iManage

Role Description

This is a remote role within a global team that utilizes cutting-edge technology to stay connected with colleagues worldwide. Occasional travel to a local office may be required for in-person collaboration with your team, as well as for company events, team building activities, or strategic meetings.

Being a Director of Account Management at iManage Means…

• You are a strategic revenue leader responsible for driving sustained, scalable growth across a small & mid law segment.
• You lead with clarity and accountability, building high-performance sales organizations that consistently exceed targets.
• You set the vision for execution, create alignment across functions, and ensure our go-to-market motion evolves as the market evolves.
• This role carries full ownership of segment revenue performance, forecasting accuracy, talent development, and strategic market expansion.
• Your leadership directly impacts company growth, competitive positioning, and long-term customer value.
• At iManage, sales leadership is measured by how you elevate Talent, shape Strategy, drive Collaboration, and execute with Operational rigor.

Responsibilities

• Revenue Strategy and Market Growth
  • Own segment-level revenue targets across new business and expansion.
  • Build and execute multi-quarter growth plans aligned to company's objectives.
  • Design territory coverage and resource allocation models to maximize market penetration.
  • Identify whitespace opportunities and expand strategic accounts.
  • Strengthen executive-level customer relationships to accelerate large, complex deals.
  • Partner with Product and Marketing to refine positioning based on market feedback and competitive insight.
• Building and Developing High-Performance Teams
  • Lead and develop Sales Managers and senior sellers.
  • Recruit, hire, and build bench strength for long-term scalability.
  • Establish clear performance expectations and accountability standards.
  • Coach leaders on pipeline inspection, deal strategy, and talent development.
  • Drive succession planning across the organization.
• Cross-Functional Leadership
  • Partner with RevOps to improve forecasting models and reporting accuracy.
  • Align with Marketing on demand generation, regional strategy, and campaign execution.
  • Collaborate with Customer Success and Professional Services to drive expansion and long-term value.
  • Work closely with Partner leadership to increase partner-sourced pipeline.
  • Influence pricing, packaging, and go-to-market innovation.
• Sales Execution and Operating Discipline
  • Lead forecast calls, QBRs, territory planning, and pipeline governance.
  • Ensure consistent use of sales methodology across qualification and closing.
  • Improve funnel conversion through data-driven inspection and enablement.
  • Drive forecasting accuracy and predictable revenue performance.
  • Maintain clear executive visibility into pipeline health and segment performance.

Qualifications

• 10+ years of experience in B2B SaaS sales with significant leadership responsibility.
• Proven experience leading managers or senior sellers within a high-growth, enterprise-focused environment.
• A demonstrated track record of owning and exceeding regional or segment-level revenue targets.
• Experience driving forecast accuracy and operational discipline at scale.
• Strong executive presence with the ability to engage C-level stakeholders internally and externally.
• Deep experience diagnosing performance trends and adjusting go-to-market strategy accordingly.
• Strong cross-functional leadership across Marketing, RevOps, Product, Customer Success, and Partner organizations.

Bonus Points If I Have...

• Experience in Legal Tech SaaS.
• Experience selling or positioning AI-driven technologies.
• Experience scaling sales organizations during periods of rapid growth or transformation.

Compensation

The overall US annual base salary range for this position is $194,000 - $220,000. 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. Your recruiter will provide further details about the offer range, incentives, and overall compensation during the hiring process.

Company Culture

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!

Benefits

• Creating an inclusive environment where I can help shape the culture not just by fitting in, but by adding to it.
• Providing a market competitive salary that is applied through a consistent process, equitable for all our employees, and regularly reviewed based on industry data.
• Rewarding me with an annual sales commission plan.
• Offering comprehensive Health/Vision/Dental/Life Insurance, and a 401k Retirement Savings Plan with a company match up to 4%.
• Granting enhanced leave for expecting parents; 20 weeks 100% paid for primary leave, and 10 weeks 100% paid for secondary leave.
• Providing me with a flexible time off policy to take the time off that I need.
• Having multiple company wellness days each year to prioritize mental health and well-being.
• Providing 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.