Senior Account Executive- Legal-VA/MD/DE/WV

Thomson Reuters•Washington, DC

2d•$189,000 - $351,000•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. The territory for this role is DC/MD/DE/VA/WV. Products: 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 with annual revenue of $500M or greater. In this opportunity, as Sr. Account Executive you will: 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: 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. 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.

Requirements

Bachelor's degree preferred
7+ years enterprise field sales (corporate sector preferred)
Proven track record selling complex enterprise software to $500M+ organizations using consultative, value-based approaches
Consistent quota overachievement
Skilled at C-suite engagement and solution selling—diagnosing business challenges, quantifying the cost of inaction, and building compelling business cases
Leads multifaceted sales cycles end to end—from proactive prospecting to close—coordinating stakeholders and executing structured account plans
Self-starter with a growth mindset; comfortable with ambiguity and effective at driving change
Deep understanding of AI and how it improves corporate legal department operations
Strong alignment with company mission
Collaborative partner across marketing, product, and legal to achieve shared objectives
Helps refine GTM strategy, value proposition, sales tools, and team culture to boost overall success

Responsibilities

Developing account plans for new and/or existing accounts.
Prospecting new customers and new business at existing customers.
Closing full solution sales to corporate customers.
Securing new sales and growing and retaining existing accounts.
Leading the entire sales process through account planning, to include initial contact, account planning, deal closing to renewal.
Meeting or exceeding revenue targets.
Working closely with other teams within the organization to tailor solutions to address customer needs.
Establishing and maintaining strong relationships with key decision-makers and stakeholders.
Regularly updating the CRM system (salesforce.com) to maintain accurate records of sales activities and to provide reliable sales forecasts.
Engaging in direct client meetings either in person or via platforms like MS Teams.