Account Manager, Co-Counsel Tax

Thomson Reuters•Eagan, MN

35d•Remote

About The Position

The Account Manager, CoCounsel Tax Migration & Growth is a quota-carrying sales role responsible for driving revenue, retention, and expansion across new prospects and customers transitioning from legacy platforms to CoCounsel Tax. This role owns the commercial relationship through the sales and migration lifecycle — prospecting and conducting discovery through close and converting migration moments into renewal protection, upsell, cross-sell, and new logo opportunities. The Account Manager partners closely with Solution Consultants, Customer Success, Account Specialist, and Associate Sales Specialist roles to accelerate adoption, protect ARR, and grow account value. This is a remote-based position that will cover accounts across the US and must be based in the US.

Requirements

3–5+ years in B2B sales, account management, or customer-facing commercial roles with quota responsibility.
Demonstrated success selling, renewing, upselling, and cross-selling existing customers, with full-cycle deal experience.
Experience supporting or leading platform migrations, product transitions, or customer adoption programs tied to commercial outcomes.
Strong ability to translate customer workflows into solution narratives, business cases, and ROI conversations.
Excellent written and verbal communication, negotiation, and time management skills.
Proficiency with CRM (Salesforce or similar), sales engagement tools, CPQ/quoting, virtual demo platforms, and forecasting dashboards.
Must be able to support time zones across the region as required.

Nice To Haves

Experience in tax, legal, compliance, risk, information services, or SaaS.
Familiarity with CoCounsel Tax or enterprise research and knowledge platforms.
Experience selling or enabling AI-powered workflows (copilots, research automation, semantic search, agentic systems).
Experience in enterprise environments with sensitivity to security, privacy, and procurement requirements.
Channel/partner sales exposure.
Customer focus and solution selling (Obsess Over Our Customers)
Commercial acumen and negotiation (Aim for Greatness)
Cross-functional collaboration and stakeholder management (Stronger Together)
Adaptability, urgency, and a growth mindset (Act Fast, Learn Fast)
Analytical thinking and pipeline discipline
Resilient, coachable, and action-oriented

Responsibilities

Own a book of business of prospects and existing customers migrating to CoCounsel Tax; carry an assigned quota for new business and for renewals, upsell, cross-sell, and net-new logo expansion within the install base.
Run full-cycle sales motions — discovery, solution positioning, demonstrations, proposal, negotiation, and close — for new business, migration-tied opportunities and adjacent expansion plays.
Protect and grow ARR by tying migration milestones to commercial outcomes (renewals on time, expanded entitlements, increased seat counts, added modules).
Maintain accurate pipeline hygiene, next steps, forecast accuracy, and close dates in CRM (Salesforce).
Forecast weekly with accuracy; meet or exceed quarterly and annual quota and KPIs.
Track migration health through milestones, adoption signals, and risk indicators; escalate proactively to protect revenue.
Maintain a territory plan that highlights key opportunities across new business and install base.
Have a key action plan to prioritize opportunities, leverage cross-sell, and collaborate with territory account managers and front-line customer teams.
Build multi-threaded relationships across administrators, champions, and economic buyers to strengthen account and uncover growth opportunities.
Territory point of contact for strategic migration customers — pricing, packaging, entitlements, order processing, and renewal conversations.
Capture and act on customer feedback to inform product roadmap, deepen trust, and create expansion narratives.
Deliver compelling solution presentations and demonstrations — partnering with Solution Consultants — that translate migration value into business outcomes, ROI, and expansion rationale.
Position AI-enabled workflows, research automation, and CoCounsel Tax capabilities to drive adoption and expansion across the customer footprint.
Coordinate trials, POCs, and pilot programs that accelerate the commercial cycle.
Partner with Solution Consultants and Engineering on technical positioning and demonstrations.
Work with Customer Success and Account Specialist to ensure post-sales adoption protects renewal and creates expansion opportunities.

Benefits

Flex My Way is a set of supportive workplace policies designed to help manage personal and professional responsibilities, whether caring for family, giving back to the community, or finding time to refresh and reset.
Work from anywhere for up to 8 weeks per year
Grow My Way programming and skills-first approach
Flexible vacation
Two company-wide Mental Health Days off
Access to the Headspace app
Retirement savings
Tuition reimbursement
Employee incentive programs
Resources for mental, physical, and financial wellbeing
Globally recognized, award-winning reputation for inclusion and belonging, flexibility, work-life balance, and more.
Two paid volunteer days off annually
Opportunities to get involved with pro-bono consulting projects and Environmental, Social, and Governance (ESG) initiatives.
Market competitive health, dental, vision, disability, and life insurance programs
Competitive 401k plan with company match
Competitive vacation, sick and safe paid time off
Paid holidays (including two company mental health days off)
Parental leave
Sabbatical leave
Optional hospital, accident and sickness insurance paid 100% by the employee
Optional life and AD&D insurance paid 100% by the employee
Flexible Spending and Health Savings Accounts
Fitness reimbursement
Access to Employee Assistance Program
Group Legal Identity Theft Protection benefit paid 100% by employee
Access to 529 Plan
Commuter benefits
Adoption & Surrogacy Assistance
Access to Employee Stock Purchase Plan