Account Executive, EMEA Legal
HybridLondon, England, United Kingdom
Job Summary
Drive net new revenue within EMEA law firms by owning the full sales cycle from prospecting through close. Manage complex, multi-stakeholder engagements with Managing Partners, CIOs, and procurement teams to build territory strategy and generate pipeline through outbound prospecting and industry events. Lead structured discovery conversations focused on governance, compliance, and security while maintaining forecast accuracy and CRM hygiene. Navigate longer sales cycles involving security reviews and contract negotiations to position iManage as a strategic knowledge platform. Achieve and exceed quarterly and annual bookings targets by partnering with Sales Engineering and Customer Success.
Required Qualifications
- 3+ years of B2B sales experience in SaaS or enterprise technology
- Experience managing full-cycle sales within law firms or professional services environments
- A consistent track record of exceeding quota in complex selling environments
- Experience engaging Director, VP, Managing Partner, and C-level stakeholders
- Strong discovery and qualification discipline
- Experience building ROI-driven business cases
- Ability to manage longer, multi-threaded sales cycles
- Forecasting discipline and CRM management experience
- Fluency in English
- Bachelor's degree
- 3+ years of B2B sales experience in SaaS or enterprise technology
- Experience managing full-cycle sales within law firms or professional services environments
- A consistent track record of exceeding quota in complex selling environments
- Experience engaging Director, VP, Managing Partner, and C-level stakeholders
- Strong discovery and qualification discipline
- Experience building ROI-driven business cases
- Ability to manage longer, multi-threaded sales cycles
- Forecasting discipline and CRM management experience
- Fluency in English
- Bachelor's degree
Desired Qualifications
- additional European language skills
- Experience selling document management, governance, or knowledge platforms
- Experience navigating GDPR, regional compliance, and security scrutiny
- Familiarity with MEDDIC or value-based sales methodologies
- Experience managing cross-border or multi-office firm opportunities
- Experience managing deals involving security, compliance, and procurement scrutiny
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