Sales Director, Account Management

iManage•, (Multiple States)

3d•$194,000 - $255,000•Remote

About The Position

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, Account Management, Law 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. This role sits at the center of that mandate.

Requirements

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

Nice To Haves

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

Responsibilities

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
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
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
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