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 a Sales Development Representative at iManage Means… You are the first point of contact between iManage and the legal and corporate organizations that rely on knowledge work to run their business. In this role, you’ll build qualified pipeline for our sales reps across the different sales teams. You’ll own a defined set of target accounts and conduct research-led outreach across phone, email, and LinkedIn. You’ll qualify opportunities against established criteria and hand them to the field with the context needed to advance the conversation. You’ll also work closely with Sales Directors, Marketing, and Sales Operations to refine messaging and improve results. This is a structured entry point into enterprise software sales. You’ll receive ongoing coaching and training from experienced sellers, and a defined path to Account Executive. iM Responsible For… • Own pipeline creation for your assigned accounts, industries, and buying centers • Run outbound across phone, email, LinkedIn, and social, with messaging tailored to each persona • Research accounts to find buying triggers, pain points, and the right stakeholders, then turn that into a point of view worth a prospect’s time • Qualify leads against our criteria and hand off Sales Accepted Leads (SALs) your Sales Directors want to work • Follow up on inbound leads based on priority scoring and segmentation • Plan accounts with Sales Directors: map stakeholders, pick targets, and decide where to push • Work in Salesforce, Salesloft, LinkedIn Sales Navigator, ZoomInfo, and Demandbase, and keep your data clean • Hit your activity, meeting, and pipeline targets and forecast your qualified pipeline each week • Work with Marketing, Sales Ops, and Enablement to test messaging and sharpen what works iM Qualified Because I Have… • 0–2 years of experience in a B2B sales, lead generation, or customer-facing role • A bachelor’s degree in a business-related field • Familiarity with tools like 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 quickly establishing rapport • The curiosity to ask thoughtful questions and go beyond the script • Grit and resilience: You embrace challenges, bounce back from rejection, and stay motivated • A commitment to a long-term career in sales and a drive to continually grow (books, podcasts, LinkedIn Learning, etc.) • A mindset rooted in creative thinking and proactive problem-solving: You find new ways to cut through the noise • Self-awareness around your “edge”: You understand your strengths and how you differentiate from the average • A genuine interest in the iManage product, mission, and customer base: You’ve done your homework and can articulate why this opportunity aligns with your values and career path • Technical comfort: You can ramp up on new tools and concepts quickly, and enjoy working in a digital-first sales environment 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 $55,000-$65,000 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 careers@imanage.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: www.imanage.com Please see our privacy statement for more information on how we handle your personal data: imanage.com #LI-Hybrid #LI-KN1

Requirements

Must-haves

Being a Sales Development Representative at iManage Means…
This is a structured entry point into enterprise software sales. You’ll receive ongoing coaching and training from experienced sellers, and a defined path to Account Executive.
iM Responsible For…
Own pipeline creation for your assigned accounts, industries, and buying centers
Run outbound across phone, email, LinkedIn, and social, with messaging tailored to each persona
Research accounts to find buying triggers, pain points, and the right stakeholders, then turn that into a point of view worth a prospect’s time
Qualify leads against our criteria and hand off Sales Accepted Leads (SALs) your Sales Directors want to work
Follow up on inbound leads based on priority scoring and segmentation
Plan accounts with Sales Directors: map stakeholders, pick targets, and decide where to push
Work in Salesforce, Salesloft, LinkedIn Sales Navigator, ZoomInfo, and Demandbase, and keep your data clean
Hit your activity, meeting, and pipeline targets and forecast your qualified pipeline each week
Work with Marketing, Sales Ops, and Enablement to test messaging and sharpen what works
iM Qualified Because I Have…
0–2 years of experience in a B2B sales, lead generation, or customer-facing role
A bachelor’s degree in a business-related field
Familiarity with tools like 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 quickly establishing rapport
The curiosity to ask thoughtful questions and go beyond the script
Grit and resilience: You embrace challenges, bounce back from rejection, and stay motivated
A commitment to a long-term career in sales and a drive to continually grow (books, podcasts, LinkedIn Learning, etc.)
A mindset rooted in creative thinking and proactive problem-solving: You find new ways to cut through the noise

Nice-to-haves

Rewarding me with an annual performance-based bonus.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

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Effort: medium

Benefits

Benefits detected in the listing.

Dental

Vision

401k

Wellness