Account Manager (Law Firms)

Job Description

Job Description

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 access to LinkedIn Learning courses and interactive Microsoft courses & training.
• Be part of a supportive and experienced team within a dynamic, inclusive, and encouraging culture.
• Enjoy flexible work hours that empower me to balance personal time with professional commitments.
• Collaborate in a modern, open-plan workspace featuring a gaming area, free snacks and drinks, and regular social events.

iManage Is Supporting Me By…

• 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 performance-based bonus.
• 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. Be it for vacation, volunteering, celebrating holidays, spending time with family, or simply taking time to recharge and reset.
• 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.

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. Your recruiter will provide further details about the offer range, incentives, and overall compensation during the hiring process.

iManage is committed to providing an excellent candidate experience and will never ask you to engage in recruitment activity via text and exclusively communicates from emails using the @imanage.com domain. If you have any concerns or questions about communications you have received, please send them to View email address on ziprecruiter.com so our team members can review.

About iManage…
At iManage, we are dedicated to Making Knowledge Work. Our intelligent, cloud-enabled, and secure platform is trusted by 4,100+ customers and 430,000 users worldwide, managing over 11 billion documents and 11 petabytes of data. We empower professionals across 65+ countries to unlock the full potential of their business content and communications.

We are continuously innovating to solve the most complex professional challenges and enable better business outcomes; Our work is not always easy but it is ambitious and rewarding.

So we’re looking for people who embrace challenges. People who thrive on solving problems, pushing boundaries, and collaborating with the industry’s best and brightest. That’s the iManage way. It’s how we turn the impossible into reality, empower our employees to grow, unlock their potential, and create a meaningful impact on everything we do.

Whoever you are, whatever you do, however you work. Make it mean something at iManage.

iManage provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

Learn more at:

Please see our recruitment privacy statement for more information on how we handle your personal data.

#LI-KN1
#LI-Hybrid

Powered by JazzHR

oY5YOcxM6L