Senior Account Executive - Legal

Thomson Reuters•St. Louis, MO

1d•Remote

About The Position

This position is responsible for developing account plans for new and/or existing accounts. The role involves prospecting new customers and new business at existing customers, and closing full solution sales to corporate customers. This is a remote-based role, requiring the candidate to live in or be close to the assigned territory, which includes the Chicagoland area and St. Louis, MO market. The Senior Account Executive will be responsible for securing new sales and growing and retaining existing accounts by 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. Key activities include actively seeking out new business opportunities to build a strong sales pipeline, managing a list of major accounts (companies with revenues of $500M+), leading the entire sales process from initial contact to renewal, meeting or exceeding revenue targets, collaborating cross-functionally to tailor solutions, building strong relationships with key decision-makers, and maintaining accurate records in Salesforce.com.

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 with proven, exemplary track record of sales quota over achievement.
Ability to develop and execute an account plan.
Able to work from home office and travel to customer locations.
25-50% travel required.

Nice To Haves

College degree preferred
Sales experience in the corporate sector 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.
Secure new sales and grow and retain existing accounts selling Legal Tracker, HighQ, Practical Law Connect, Practical Law, Westlaw, and other legal solution and workflow tools.
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.
Understand customer challenges and demonstrate how solutions can address them.
Regularly update CRM system (salesforce.com) to maintain accurate records of sales activities and to provide reliable sales forecasts.
Engage in direct client meetings either in person or via platforms like MS Teams.

Benefits

Flex My Way supportive workplace policies
Flexible work arrangements, including work from anywhere for up to 8 weeks per year
Culture of continuous learning and skill development
Grow My Way programming and skills-first approach
Comprehensive benefit plans
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
Social Impact Institute
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 insurance
Dental insurance
Vision insurance
Disability insurance
Life insurance programs
Competitive 401k plan with company match
Market leading work life benefits
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 Accounts
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
Employee Stock Purchase Plan