Senior Software Sales Executive, GLLF

Thomson Reuters•Frisco, TX

About The Position

We are seeking a Senior Sales Executive to drive growth and protect revenue within the Global Large Law Firm segment, with a primary focus on HighQ and Contract Express products. This role involves managing end-to-end deal cycles, as well as maintaining and expanding an existing book of business with Global and Large Law customers. The position requires both acquiring new clients and ensuring existing clients derive tangible value from their investments, while proactively identifying opportunities for product suite expansion. As a Senior Software Sales Executive, you will be responsible for the full sales cycle, from prospecting and discovery to negotiation and closing for HighQ and Contract Express. You will also protect and grow existing accounts by ensuring product adoption, managing renewals, and identifying expansion opportunities. Engaging senior legal stakeholders with compelling narratives and tailored demos is crucial. The role involves developing strategies for territory growth, implementing organized plans for opportunities, and guiding deals to signing. You will need deep product fluency across HighQ, Contract Express, and partnership components, tailoring demos by workflow and persona, and collaborating with Solutions Consultants when specialized expertise is needed. Maintaining accurate forecasting and rigorous hygiene in Salesforce is also a key part of the role.

Requirements

4+ years of successful end-to-end outside B2B software/SaaS sales, ideally enterprise or upper mid-market
Demonstrated success in both hunting new logos and farming/growing an existing book of business in a complex, multi-stakeholder environment
Bachelor's degree or equivalent experience required
Strong demo and storytelling skills — ability to translate product capabilities into workflow outcomes, adoption plans, and measurable ROI
Comfortable operating in a team-selling environment and coordinating across parallel CoCounsel sales motions within the same accounts

Nice To Haves

Legal tech or information services experience
JD or legal industry background
Experience selling workflow automation, document automation, or collaboration platforms
Familiarity with legal operations, knowledge management, and attorney workflows

Responsibilities

Own full-cycle sales for HighQ and Contract Express: prospecting, discovery, value mapping, business case creation, multi-threading, negotiation, and closing
Protect and grow an existing book of business — ensuring deep product adoption, proactively managing renewals, and identifying expansion opportunities before they become at-risk
Engage senior legal stakeholders — Practice Area Heads, Partners, General Counsel, and KM leaders — with compelling storytelling, tailored solution demos, and ROI-driven narratives
Develop strategies to expand territory growth, and implement organized plans for opportunities: confirm requirements, agree on success measures, create shared closing plans, and guide deals through to signing
Develop deep product fluency across HighQ, Contract Express and our partnership components; tailor demos by workflow and persona, and engage Solutions Consultants where deeper expertise is required to drive to close
Maintain accurate forecasting and rigorous hygiene in Salesforce

Benefits

Flexibility & Work-Life Balance: Flex My Way supportive workplace policies
Flexible work arrangements, including work from anywhere for up to 8 weeks per year
Career Development and Growth: Grow My Way programming and skills-first approach
Comprehensive benefit plans
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
Globally recognized, award-winning reputation for inclusion and belonging, flexibility, work-life balance
Social Impact Institute: 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
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
Employee Stock Purchase Plan