Strategic Account Executive

Thomson Reuters•Toronto, ON

2d•Hybrid

About The Position

The Strategic Account Executive is responsible for driving long-term, strategic growth across enterprise Corporate Legal departments by developing deep, account-specific engagement strategies. This role sells Thomson Reuters Legal Tracker, HighQ, Practical Law, Westlaw, CoCounsel and related solutions by aligning complex customer needs with tailored, insight-led offerings that deliver measurable business value. The Strategic AE operates at the C-Suite and Board level, building sustained, peer-to-peer relationships and leading multi-threaded engagements across large organizations. Success in this role is defined by the ability to design and execute multi-year account strategies, expand account penetration, and drive both new revenue and long-term retention through sophisticated, consultative sales motions. About the Role In this opportunity as a Strategic Account Executive, you will be accountable for: Developing and executing multi-year account strategies for enterprise Corporate Legal customers, focused on expansion, ARR growth, and improved net revenue retention (NRR) Engaging and influencing C-Suite and Board-level stakeholders, positioning Thomson Reuters as a strategic partner across legal, operations, IT, Finance and executive leadership Leading complex, multi-threaded sales cycles, navigating large organizations with multiple stakeholders and long buying cycles Driving insight-led, consultative sales conversations, uncovering deep business needs and aligning tailored, high-value solutions Designing and delivering customized solution frameworks that address sophisticated customer structures, workflows, and transformation priorities Orchestrating cross-functional account teams (pre-sales, product specialists, customer success, leadership) to deliver cohesive, high-impact engagement strategies Building sustained, peer-level relationships across customer organizations to ensure ongoing engagement and executive coverage Identifying and executing expansion opportunities within accounts, increasing solution adoption, depth, and long-term customer value Maintaining a robust, high-quality pipeline aligned to long-cycle enterprise deals and strategic growth targets Providing accurate forecasting and strategic account insight to leadership, reflecting complex deal dynamics and timing considerations Leveraging CRM tools (Salesforce) to capture strategic account plans, stakeholder mapping, and opportunity progression

Requirements

Extensive enterprise sales experience (10+ years), with a proven track record of managing complex, high-value accounts and exceeding revenue targets
Demonstrated ability to engage and influence senior executives (C-Suite/Board-level) and build long-term, strategic partnerships
Experience leading multi-threaded, long-cycle sales processes, including navigating large organizations and complex buying groups
Strong capability in consultative, insight-led selling, with the ability to translate customer challenges into tailored, high-impact solutions
Proven success in developing and executing multi-year account strategies, including expansion and retention planning
Ability to orchestrate cross-functional teams and align internal stakeholders to deliver integrated customer outcomes
Experience designing or contributing to custom solution frameworks for enterprise clients with complex structures and requirements
Demonstrated focus on account growth metrics, including ARR expansion, account depth, and Net Revenue Retention (NRR)
Strong relationship-building skills, with the ability to sustain ongoing, peer-level engagement across multiple stakeholders
High level of adaptability and strategic thinking in a rapidly evolving, technology-driven market, including GenAI solutions
Proficiency in Salesforce, MS Office, and enterprise sales tools

Nice To Haves

Knowledge of the legal marketplace or professional background (e.g., LL.B) is considered a strong asset

Responsibilities

Developing and executing multi-year account strategies for enterprise Corporate Legal customers, focused on expansion, ARR growth, and improved net revenue retention (NRR)
Engaging and influencing C-Suite and Board-level stakeholders, positioning Thomson Reuters as a strategic partner across legal, operations, IT, Finance and executive leadership
Leading complex, multi-threaded sales cycles, navigating large organizations with multiple stakeholders and long buying cycles
Driving insight-led, consultative sales conversations, uncovering deep business needs and aligning tailored, high-value solutions
Designing and delivering customized solution frameworks that address sophisticated customer structures, workflows, and transformation priorities
Orchestrating cross-functional account teams (pre-sales, product specialists, customer success, leadership) to deliver cohesive, high-impact engagement strategies
Building sustained, peer-level relationships across customer organizations to ensure ongoing engagement and executive coverage
Identifying and executing expansion opportunities within accounts, increasing solution adoption, depth, and long-term customer value
Maintaining a robust, high-quality pipeline aligned to long-cycle enterprise deals and strategic growth targets
Providing accurate forecasting and strategic account insight to leadership, reflecting complex deal dynamics and timing considerations
Leveraging CRM tools (Salesforce) to capture strategic account plans, stakeholder mapping, and opportunity progression