Sales Development Representative

About the Role

As a Sales Development Representative at iManage, you are the first point of contact between iManage and legal and corporate organizations. You will build qualified pipeline for sales representatives by owning a defined set of target accounts and conducting research-led outreach across phone, email, and LinkedIn. You will qualify opportunities against established criteria and hand them to the field with the necessary context. This role is a structured entry point into enterprise software sales, offering ongoing coaching and training from experienced sellers, and a defined path to Account Executive.

This role requires in-office presence on Tuesdays & Thursdays for collaboration, with flexibility for work-life balance.

Key Responsibilities

• Own pipeline creation for assigned accounts, industries, and buying centers.
• Conduct outbound outreach via phone, email, LinkedIn, and social channels, tailoring messaging to each persona.
• Research accounts to identify buying triggers, pain points, and key stakeholders, developing a unique point of view.
• Qualify leads against iManage criteria and hand off Sales Accepted Leads (SALs).
• Follow up on inbound leads based on priority scoring and segmentation.
• Plan accounts with Sales Directors, mapping stakeholders and identifying targets.
• Utilize and maintain data accuracy in Salesforce, Salesloft, LinkedIn Sales Navigator, ZoomInfo, and Demandbase.
• Meet activity, meeting, and pipeline targets, and forecast qualified pipeline weekly.
• Collaborate with Marketing, Sales Ops, and Enablement to test and refine messaging.

Requirements & Tech Stack

• Familiarity with tools such as Salesforce, Claude, Salesloft, LinkedIn Sales Navigator, and Clay.
• Strong written and verbal communication skills, with the ability to tailor messaging across multiple channels and personas.
• A track record of CRM hygiene, follow-up discipline, and attention to detail in documenting activities.
• Confidence engaging with mid-to-senior level stakeholders and establishing rapport quickly.
• Curiosity to ask thoughtful questions and go beyond standard scripts.
• Grit and resilience: embracing challenges, bouncing back from rejection, and staying motivated.
• Commitment to a long-term career in sales and a drive for continuous growth (e.g., via books, podcasts, LinkedIn Learning).
• Mindset rooted in creative thinking and proactive problem-solving.
• Self-awareness regarding strengths and differentiation.
• Genuine interest in the iManage product, mission, and customer base.
• Technical comfort: ability to ramp up on new tools and concepts quickly, enjoying a digital-first sales environment.

Qualifications

• 0–2 years of experience in a B2B sales, lead generation, or customer-facing role.
• A bachelor’s degree in a business-related field.

What You'll Gain

• Join a rapidly evolving, industry-leading SaaS company experiencing growth.
• Take on high-impact challenges using cutting-edge technologies.
• Own your career path with an internal development framework.
• Expand your skill set and earn certifications with unlimited access to LinkedIn Learning and interactive Microsoft courses & training.
• Be part of a supportive, dynamic, inclusive, and encouraging team culture.
• Enjoy flexible work hours for work-life balance.
• Collaborate in a modern workspace with amenities and regular social events.

Benefits & Perks

• Market competitive salary, applied through a consistent and equitable process.
• Annual performance-based bonus.
• Comprehensive Health/Vision/Dental/Life Insurance.
• 401k Retirement Savings Plan with a company match up to 4%.
• Enhanced leave for expecting parents (20 weeks 100% paid for primary, 10 weeks 100% paid for secondary).
• Flexible time off policy.
• Multiple company wellness days.
• Access to RethinkCare, a global behavioral health platform.

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 across 65+ countries. We empower professionals to unlock the full potential of their business content and communications. We continuously innovate to solve complex professional challenges and enable better business outcomes. We are looking for individuals who embrace challenges, thrive on solving problems, push boundaries, and collaborate with industry leaders.