Acquisition Sales Specialist - MLF

Thomson Reuters•Frisco, TX

7d•Remote

About The Position

The Acquisition Sales Specialist is a quota-carrying, full-cycle sales role focused exclusively on acquiring net-new customers within our Mid Sized Law Firm (MLF) segment. This role is foundational to building a scalable new-logo engine, and your performance will directly shape our go-to-market strategy and long-term growth trajectory. The product bag will have a heavy emphasis on leading with CoCounsel Legal and CoCounsel and all our AI tools, while also promoting Westlaw/Practical Law and our Partnership products, Supio and DeepJudge and others, depending on the situation and fit/need. This is an overlay role, but different than other roles and not a support role or a tag-along function. Acquisition Reps own the entire sales process, from first touch through closed won, inside a clearly defined territory. Success is driven by real quotas, operational data, and performance KPIs that measure pipeline creation, conversion efficiency, and closed-won revenue. This role does not include renewals or expansion revenue with existing customers, nor reactive account management unrelated to net-new acquisition. Each Acquisition Specialist will have a dotted line to a Regional Core Growth Manager and will be embedded with that manager's team to promote collaboration and strategic alignment.

Requirements

5+ years of experience in quota-carrying B2B sales or new logo acquisition
Demonstrated ability to generate pipeline through outbound prospecting
Strong discovery, qualification, and closing capabilities
Data-driven, highly accountable, and coachable
Ability to thrive in a pod model while maintaining full deal ownership
Finding enjoyment in your job and bringing positive energy to the team
Ability to challenge the status quo and look for better ways to win
Demonstrate a strong will to win while operating with integrity
Championing teammates' success and jump in to help the full team succeed
Ability to test new approaches within established boundaries and pivot quickly based on desired outcomes

Nice To Haves

Experience selling into law firms or professional services preferred

Responsibilities

Own full-cycle sales of net-new Core Growth MLF accounts (≤49 attorneys)
Conduct outbound prospecting into white space accounts within the MLF segment
Perform account research, prioritization, and multi-threaded engagement
Lead discovery, demos, deal strategy, pricing, negotiation, and closing
Manage pipeline that supports monthly and quarterly quota attainment
Maintain accurate CRM usage and disciplined sales process execution
Collaborate with your aligned MLF Manager to support pod-level priorities and segment strategy
Attain net-new pipeline creation targets per month
Achieve closed-won revenue from first-time Core Growth Law Firm customers
Demonstrate strong conversion rates from target account to qualified opportunity and high win rates on sourced opportunities
Optimize average deal cycle time while meeting activity KPIs tied directly to new logo production