Senior Sales Executive, Transactional Practices

Thomson Reuters•Washington, DC

2d•$189,000 - $351,000•Remote

About The Position

We're seeking a Senior Sales Executive to drive new growth for our AI-enabled legal technology portfolio. This role is designed to strengthen relationships with transactional attorneys in large law firms and unlock powerful adoption across deal teams, practice groups, and firm-wide initiatives. You'll own end-to-end enterprise deal cycles with Global Large Law Firm (GLLF) clients, focusing on transactional practices (debt financing, M&A, and capital markets) while partnering closely with internal cross-functional teams to expand adoption through direct sales and practice group extension motions. You'll be expected to operate with high agency, build from the ground up, and help define the playbook for this team.

Requirements

4+ years of successful B2B software/SaaS sales experience with large law firms (particularly transactional practices), legal technology, or professional services technology solutions
Consistent quota attainment: strong track record of meeting/exceeding monthly, quarterly, and annual new business targets
Proven ability to build long-term professional relationships with senior law firm stakeholders, earn trust, and maintain genuine curiosity about attorney workflows and firm challenges
Ability to create clarity in ambiguous situations, develop creative solutions, and execute independently
Demonstrated ability to align internal teams and external buying committees around a shared vision and mutual path to value

Nice To Haves

Fluency in modern sales methodologies (MEDDICC, Challenger Sales, Solutions Selling), mutual action plans, and value-based selling
Genuine motivation to build something new, take on challenges, and push through ambiguity in a change-resistant industry
Coachability: willingness to seek feedback, learn quickly from experts, and try new methods even when they challenge your defaults
Workflow orientation: ability to translate product capabilities into attorney outcomes within diligence and transaction-heavy environments.

Responsibilities

Own full-cycle enterprise sales with high-quality execution: prospecting and discovery, value mapping and business case development, multi-threading with key stakeholders, and negotiation through close.
Maintain disciplined pipeline through targeted outbound, practice group mapping, and account-based campaigns.
Ensure strong CRM hygiene, accurate forecasting, and consistent qualification (MEDDICC or similar).
Build and own the transactional segment from the ground up: develop and execute a focused territory strategy, create repeatable motions and messaging for this buyer set, and build durable pipeline across transactional practices.
Engage senior stakeholders across transactional practices (Practice Group Leaders, Corporate/M&A Partners, deal team leaders, Innovation/Legal Ops Directors, and firm leadership) with compelling storytelling, tailored demos, and ROI-driven narratives.
Run structured opportunity plans with validated needs, aligned success criteria, and mutual close plans.
Become product fluent across solutions supporting transactional and diligence-heavy workflows (CoCounsel, HighQ, Noetica, and adjacent solutions).
Translate product capabilities into attorney outcomes—adoption plans, time savings, risk reduction, and measurable ROI.
Orchestrate internal resources (SEs, BDRs, marketing, enablement, legal, leadership) to progress multi-stakeholder opportunities and land/expand within accounts.
Communicate field learnings, shape segment positioning, and influence product/enablement priorities to accelerate adoption.

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
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
Access to Employee Stock Purchase Plan