Senior Sales Executive, HVA Growth - MLF

Thomson Reuters•Eagan, MN

15d•Hybrid

About The Position

The MLF High Value Account Rep will have a portfolio of high-value, high-growth Mid Law firms (50+ attorneys) and lead consultative, business-first engagements that set a higher bar for impact. This individual contributor will challenge customer thinking through insight-led conversations, quantify outcomes with ROI storytelling, and leverage modern technology like Gong to win. Success requires disciplined SFDC compliance, data-driven planning, and multi-threaded executive relationships that accelerate expansion and long-term value. This is a strategic seat for someone who can speak fluently to Managing Partners and C-suite stakeholders about how AI is transforming legal practice—and who can turn that vision into signed business. This role is pivotal to close out 2026 and continue momentum into 2027 and beyond. About the Role In this opportunity as a Senior Sales Executive, HVA Growth, responsibilities will include: Driving Results: Identify the best channel for engagement with customers, defaulting to virtual for the majority of deals where value is insufficient to warrant travel; develop and execute territory growth strategies across a portfolio of strategic Mid Law accounts Owning the Full Sales Cycle: Prospect new customers, lead consultative discovery, deliver compelling product demos (including AI-powered solutions like Westlaw, Practical Law, and CoCounsel), validate needs, shape product plans, and drive deals to close—independently and with minimal hand-holding Relationship Management: Focus on new logo acquisition and mid-contract upsell/cross-sell opportunities and renewals; build and manage multi-threaded relationships with partners, C-suite executives, and other key decision-makers within firms Product Proposition: Possess strong working knowledge across our AI and legal research product suite, with the credibility to speak knowledgeably about how these tools drive efficiency, accuracy, and competitive advantage for law firms; engage Sales Specialists where deep product expertise is required to drive to close Reporting: Utilize an automated and insight-driven Salesforce workflow to progress deals; KPIs include nurturing opportunities and moving more complex sales to close, i.e., new logo sales and existing 'non-named' account incremental sales Client & Market Intelligence: Understand the specific business drivers, competitive pressures, and technology adoption trends shaping Mid Law firms today, and use that intelligence to position AI solutions as a strategic differentiator for clients

Requirements

Minimum 5 years of successful enterprise software sales experience in a consultative, C-suite-level selling environment; experience selling legal tech or SaaS/AI products strongly preferred
Demonstrated success managing full, complex sales cycles end-to-end—from prospecting and discovery through demo, negotiation, and close
Working knowledge of West products, experience selling into large law firm accounts, and strong knowledge and background in the legal profession and/or legal publishing industry required
Comfort and credibility discussing AI-driven legal solutions with sophisticated buyers, including the ability to translate technical capability into clear business ROI
4-year college degree, or equivalent experience
Ambitious self-starter with high energy, intellectual curiosity, and a track record of exceeding quota
Excellent consultative communication, negotiation, and closing skills, with the ability to challenge and reframe customer thinking
Effective time management skills and the discipline to maintain rigorous CRM hygiene (Salesforce) and pipeline forecasting accuracy
Able to work from a home office and travel to customer locations as needed
Proficient in MS Office products and general database management
High level of competency with internet, periodical, and internal prospecting tools to identify and qualify new opportunities

Nice To Haves

experience selling legal tech or SaaS/AI products strongly preferred
Experience or familiarity with sales enablement tools such as Gong a plus

Responsibilities

Identify the best channel for engagement with customers, defaulting to virtual for the majority of deals where value is insufficient to warrant travel; develop and execute territory growth strategies across a portfolio of strategic Mid Law accounts
Prospect new customers, lead consultative discovery, deliver compelling product demos (including AI-powered solutions like Westlaw, Practical Law, and CoCounsel), validate needs, shape product plans, and drive deals to close—independently and with minimal hand-holding
Focus on new logo acquisition and mid-contract upsell/cross-sell opportunities and renewals; build and manage multi-threaded relationships with partners, C-suite executives, and other key decision-makers within firms
Possess strong working knowledge across our AI and legal research product suite, with the credibility to speak knowledgeably about how these tools drive efficiency, accuracy, and competitive advantage for law firms; engage Sales Specialists where deep product expertise is required to drive to close
Utilize an automated and insight-driven Salesforce workflow to progress deals; KPIs include nurturing opportunities and moving more complex sales to close, i.e., new logo sales and existing 'non-named' account incremental sales
Understand the specific business drivers, competitive pressures, and technology adoption trends shaping Mid Law firms today, and use that intelligence to position AI solutions as a strategic differentiator for clients

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. 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.
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.
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.
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.