Senior Account Executive - Legal - AZ/NM/TX

Thomson Reuters • Santa Fe, NM

3d • 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. Location: remote based role, candidate must live in or be close to assigned territory or travel into their assigned territory. This opportunity is for AZ, NM and TX. 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).
• Remote home office; 25–50% travel.
• 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

• Prospecting: Actively seek out new business opportunities with both new and existing customers to build a strong sales pipeline.
• 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.
• 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

• Flexibility & Work-Life Balance: 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. This builds upon our flexible work arrangements, including work from anywhere for up to 8 weeks per year, empowering employees to achieve a better work-life balance.
• Career Development and Growth: By fostering a culture of continuous learning and skill development, we prepare our talent to tackle tomorrow’s challenges and deliver real-world solutions. Our 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.
• Industry Competitive Benefits: We offer 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.
• Culture: Globally recognized, award-winning reputation for inclusion and belonging, flexibility, work-life balance, and more. We live by our values: Obsess over our Customers, Compete to Win, Challenge (Y)our Thinking, Act Fast / Learn Fast, and Stronger Together.
• Social Impact: Make an impact in your community with our Social Impact Institute. We offer employees two paid volunteer days off annually and opportunities to get involved with pro-bono consulting projects and Environmental, Social, and Governance (ESG) initiatives.
• Making a Real-World Impact: We are one of the few companies globally that helps its customers pursue justice, truth, and transparency.
• market competitive health, dental, vision, disability, and life insurance programs, as well as a competitive 401k plan with company match.
• market leading work life benefits with 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; and access to Employee Stock Purchase Plan.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level