Sales Manager, Partnerships/Alliances & New Sales – Mid Law

Thomson Reuters•New York, NY

10d•Remote

About The Position

As a Sales Manager, Partnerships/Alliances & New Sales – Mid Law, you will lead a team of overlay sales professionals responsible for driving revenue growth across two critical motions: Partnerships & Alliances within High Value Accounts (HVG, 50+ attorneys) and New customer acquisition (new logos) within Core accounts (11–49 attorneys). This is an overlay leadership role operating across the Mid Law business in close partnership with territory owners and regional leadership. You will own the strategy, execution, and performance of these growth motions, ensuring they are effectively integrated into the broader sales organization. As the market leader in the Mid Law space, this role is pivotal to extending our advantage, increasing reach into key influencers, and accelerating adoption of AI-driven and partner-enabled solutions. This is a player-coach role requiring a builder mindset, strong deal execution rigor, and the ability to create scalable plays across both partnership-led and direct sales motions.

Requirements

5+ years in B2B sales, preferably in legal tech or SaaS, with at least 2 years in a sales management or team lead capacity
Demonstrated success leading quota-carrying teams with a strong track record in new business acquisition and revenue growth within existing accounts
Experience building or scaling partner-led and/or indirect sales motions, ideally in an overlay or matrixed environment
Proven ability to influence without authority, working across territory owners, account teams, and partners to drive outcomes
Strong track record of improving deal qualification, sales process rigor, and conversion rates
Proven ability to break into new accounts and expand influence across multiple stakeholders, including law firm partners and practice leaders
Familiarity with mid-size law firm workflows preferred but not required, including litigation, complex case management, and high-volume document environments
Strong understanding of AI-driven legal solutions and document intelligence, with the ability to position these as transformational solutions tied to ROI and firm performance
Proficiency with Salesforce for pipeline management, forecasting, and performance tracking
Excellent coaching, communication, and leadership skills with a track record of developing high-performing sales talent
Comfort operating in a fast-moving, evolving environment where you are expected to create structure, define plays, and drive execution

Nice To Haves

Familiarity with mid-size law firm workflows preferred but not required, including litigation, complex case management, and high-volume document environments

Responsibilities

Lead, coach, and develop a team of sellers focused on partnership-led growth in HVG accounts and new logo acquisition in Core accounts
Own team quota attainment, pipeline creation, and revenue performance across both motions
Build and scale partner-sourced pipeline within HVG firms, creating repeatable co-selling plays that expand reach and influence within large, complex accounts
Drive new logo pipeline and conversion within Core firms, establishing disciplined outbound and prospecting strategies
Partner closely with territory owners, regional leaders, and account teams to embed these motions into existing account strategies and maximize deal conversion
Instill rigorous sales process discipline, including qualification around buying process, timelines, stakeholder mapping, and multi-threading
Coach sellers to position AI and partnership solutions as firm-level transformation drivers (efficiency, margin, competitive advantage) rather than point solutions
Develop strategies to engage law firm partners, practice leaders, and key decision-makers, expanding firm-wide adoption beyond traditional contacts
Monitor team activity, pipeline, and forecasting through Salesforce and Gong, ensuring strong opportunity hygiene and forecast accuracy
Work cross-functionally with enablement, product, and partner teams to ensure deep product fluency and ongoing certification
Serve as an escalation point for complex, cross-functional deals, providing hands-on deal coaching and executive-level support
Recruit, onboard, and ramp new sellers as the team scales
Act as a builder and operator, helping define go-to-market strategy, sales plays, and partnership programs as this motion evolves

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.
Flexible work arrangements, including 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