Senior Account Executive - Legal

Thomson Reuters•Eagan, MN

1d•Remote

About The Position

This position is responsible for developing account plans for new and/or existing accounts. Prospects new customers and new business at existing customers and close full solution sales to corporate customers. This is a remote-based role, and the candidate must live in or be close to the assigned territory, which includes the Chicagoland area and the St. Louis, MO market. The role involves selling Legal Tracker, HighQ, Practical Law Connect, Practical Law, Westlaw, and other legal solution and workflow tools to a prospective customer base of attorneys working for corporations with annual revenue of $500M or greater. The role requires prospecting for new business opportunities, managing a list of major accounts, meeting or exceeding revenue targets, collaborating with internal teams, building strong client relationships, and maintaining CRM records. Direct client meetings will be conducted either in person or via platforms like MS Teams.

Requirements

Proven ability to sell complex software solutions to large enterprises (revenues of $500M+), using a consultative and value-based approach.
Must be a self-starter comfortable with ambiguity and possess a growth mindset, capable of managing change effectively.
Experience selling to C-level executives applying a solution selling approach and the ability to identify business challenges and impact to their business if they don’t solve their challenges.
Skilled in leading detailed sales processes involving various stakeholders.
Strong commitment to the company's mission, with a deep understanding of artificial intelligence and its applications in enhancing legal department operations.
Enthusiastic about prospecting and able to manage the entire sales cycle independently from initiation to closure.
Ability to work well with teams across different departments (such as marketing, product, and legal) to achieve shared objectives.
Eager to help refine sales strategies, enhance the sales team culture, improve the company’s value proposition, and develop sales tools to boost overall success.
Minimum of 7 years direct field sales experience (sales experience in the corporate sector preferred) with proven, exemplary track record of sales quota over achievement.
Ability to work from home office.

Nice To Haves

College degree preferred

Responsibilities

Develop account plans for new and/or existing accounts.
Prospect new customers and new business at existing customers.
Close full solution sales to corporate customers.
Actively seek out new business opportunities with both new and existing customers to build a strong sales pipeline.
Keep sales pipeline clean and up to date, aiming for 3-4 times coverage of sales targets on a monthly and quarterly basis.
Handle a list of major accounts (companies with revenues of $500M+), leading the entire sales process through account planning, to include initial contact, account planning, deal closing to renewal.
Meet or exceed revenue targets.
Work closely with other teams within the organization to tailor solutions to address customer needs.
Establish and maintain strong relationships with key decision-makers and stakeholders, understanding their challenges and demonstrating how solutions can address them.
Regularly update the CRM system (salesforce.com) to maintain accurate records of sales activities and provide reliable sales forecasts.
Engage in direct client meetings either in person or via platforms like MS Teams.
Develop and execute an account plan.
Travel to customer locations (25-50% travel required).

Benefits

Flexibility & Work-Life Balance: Flex My Way policies, work from anywhere for up to 8 weeks per year.
Career Development and Growth: Grow My Way programming.
Industry Competitive Benefits: Flexible vacation, two company-wide Mental Health Days off, access to the Headspace app, retirement savings, tuition reimbursement, employee incentive programs, and resources for mental, physical, and financial wellbeing.
Globally recognized, award-winning reputation for inclusion and belonging, flexibility, work-life balance.
Social Impact: 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.
Tuition Reimbursement.
Access to Employee Stock Purchase Plan.