Senior Account Executive (PA, NJ, MD, DE)

Thomson Reuters•Eagan, MN

1d•$189,000 - $351,000•Hybrid

About The Position

This position is responsible for developing account plans for new and/or existing small to mid-sized corporate accounts in an assigned territory. Prospects new customers and new business at existing customers and close full solution sales to corporate customers. The territory includes South Eastern PA, MD, DE, and Southern NJ. The role is responsible for securing new sales and growing and retaining existing accounts selling Legal Tracker, HighQ, Practical Law Connect, Practical Law, Westlaw, and other legal solution and workflow tools to prospective customer base of attorneys working for Corporations.

Requirements

Proven ability to sell complex software solutions to small and medium companies (Less than $500M in revenue), using a consultative and value-based approach.
Experience with high velocity sales, as well as land and expand 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.
College degree preferred with a minimum of 4 years direct field sales experience (sales experience in the corporate sector preferred) 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.

Nice To Haves

College degree preferred with a minimum of 4 years direct field sales experience (sales experience in the corporate sector preferred) with proven, exemplary track record of sales quota over achievement.

Responsibilities

Prospecting: Prospecting is a must. Actively seek out new business opportunities with both new and existing customers to build a strong sales pipeline. Keep your sales pipeline clean and up to date, aiming for 3-4 times coverage of your sales targets on a monthly and quarterly basis.
Account Management: Focused on companies with revenues of less than $500M, leading the entire sales process through account planning, to include initial contact, account planning, deal closing to renewal.
Sales Goals: Meet or exceed your revenue targets.
Cross-functional Collaboration: Work closely with other teams within the organization to tailor our solutions to address the customer needs.
Relationship Building: Establish and maintain strong relationships with key decision-makers and stakeholders, understanding their challenges and demonstrating how our solutions can address them.
Salesforce Maintenance: Regularly update our CRM system (salesforce.com) to maintain accurate records of your 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 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 ensures you have the tools and knowledge to grow, lead, and thrive in an AI-enabled future.
Comprehensive benefit plans to include 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, and more.
Two paid volunteer days off annually and 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.