Job Description

Senior Enterprise Account Executive – Legal and Compliance

Key Responsibilities:

We are a leading provider of AI and software technology solutions, committed to delivering innovative products and services that drive business growth and customer success. We're seeking a dynamic and experienced Account Executive to join our team and help us expand our Enterprise customer market presence while nurturing strong customer relationships.

As an Senior Enterprise Account Executive, you will be responsible for driving sales growth, managing customer relationships, and ensuring high levels of customer satisfaction and retention for our large enterprise corporate customers. You will work closely with cross-functional teams to develop and implement effective sales strategies, acquire new customers, and maximize revenue from existing accounts.

The Senior Enterprise Account Executive is responsible for new business growth in existing accounts in his/her assigned account territory. It carries a monthly and annual sales quota based on new business sales through targeted upsell and cross sell campaigns of Thomson Reuters Legal and Compliance products which includes the market leading HighQ, Legal Tracker, Thought Trace, Practical Law, Westlaw, Regulatory Intelligence and Compliance Learning services. We are looking for an individual that can demonstrate self-sufficient success and the ability to find, manage and close high-value deals.

1. Sales Strategy and Execution:

• Develop and execute strategic account plans to achieve sales targets and expand the enterprise customer base

• Collaborate with account specialists, solution consultants, product specialists, and marketing teams to create effective sales and renewal strategies

• Act as a customer advocate within the company

• Meet or exceed established goals, KPIs, and performance metrics

2. Customer Acquisition and Growth:

• Drive new customer acquisition through strategic sales initiatives

• Identify, pursue, and close new sales opportunities within assigned territory or market segment

• Upsell and cross-sell to existing customers to maximize revenue

3. Customer Relationship Management:

• Serve as the primary point of contact for customer inquiries and issues

• Foster strong, long-term relationships with key customers and stakeholders

• Ensure high levels of customer satisfaction and loyalty

• Collaborate with the customer success team for smooth onboarding and continued customer success

4. Customer Engagement:

• Lead customer meetings and develop presentations for complex sales opportunities

• Understand customer business needs and challenges

• Present tailored solutions demonstrating how our products solve specific problems

• Conduct regular business reviews to ensure alignment with customer goals

5. Collaboration with Internal Teams:

• Work closely with solution consultants to develop tailored solutions

• Coordinate with professional services for timely implementation

• Partner with Partnerships & Alliances team for growth and strategic account planning

• Provide customer feedback to inform product development and marketing strategies

Required Qualifications:

• Bachelor's degree in Business, Marketing, or related field

• 5+ years of experience in account management or sales in the software/technology industry

• Proven track record of meeting or exceeding sales targets

• Strong understanding of AI and software technology products and services

• Excellent communication, negotiation, and presentation skills

• Demonstrated ability in solution selling and strategic account planning

• Experience with CRM systems and sales analytics tools

Preferred Qualifications:

• MBA or relevant advanced degree

• Experience in AI or machine learning industry

• Proven success in managing enterprise-level accounts

• Track record of developing and nurturing partner relationships

Key Success Measures:

• Sales performance (quota achievement, revenue growth, win rate)

• Customer relationship management (satisfaction scores, retention rates, NPS)

• Operational efficiency (productivity, forecast accuracy, pipeline coverage)

• Identifies the best channel for engagement with customers, Support in developing and executing territory growth strategies

• Possesses core knowledge across products within the subsegment, and engages Sales Specialists where deep product expertise is required to drive to close

• Utilize an automated and insight-driven Salesforce workflow to progress deals: Nurturing opportunities and moving more complex sales to close, i.e. New customer acquisition and existing ‘non-named’ account incremental sales

• Understands specific customer archetypes and needs which are most prevalent within the subsegment and territory

• Utilizes consultative selling approach to identify customer's needs and growth plans, may suggest a product road map and transition to close of sale.

• Refer to the Role Descriptions and Career Path Progression document for specific years of experience and Education

• Experience in consultative selling environment and a consistent track record of successful sales performance are preferred.

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What’s in it For You?

• Hybrid Work Model: We’ve adopted a flexible hybrid working environment (2-3 days a week in the office depending on the role) for our office-based roles while delivering a seamless experience that is digitally and physically connected.

• 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. Together, with the professionals and institutions we serve, we help uphold the rule of law, turn the wheels of commerce, catch bad actors, report the facts, and provide trusted, unbiased information to people all over the world.

About Us

Thomson Reuters informs the way forward by bringing together the trusted content and technology that people and organizations need to make the right decisions. We serve professionals across legal, tax, accounting, compliance, government, and media. Our products combine highly specialized software and insights to empower professionals with the data, intelligence, and solutions needed to make informed decisions, and to help institutions in their pursuit of justice, truth, and transparency. Reuters, part of Thomson Reuters, is a world leading provider of trusted journalism and news.

We are powered by the talents of 26,000 employees across more than 70 countries, where everyone has a chance to contribute and grow professionally in flexible work environments. At a time when objectivity, accuracy, fairness, and transparency are under attack, we consider it our duty to pursue them. Sound exciting? Join us and help shape the industries that move society forward.

As a global business, we rely on the unique backgrounds, perspectives, and experiences of all employees to deliver on our business goals. To ensure we can do that, we seek talented, qualified employees in all our operations around the world regardless of race, color, sex/gender, including pregnancy, gender identity and expression, national origin, religion, sexual orientation, disability, age, marital status, citizen status, veteran status, or any other protected classification under applicable law. Thomson Reuters is proud to be an Equal Employment Opportunity Employer providing a drug-free workplace.

We also make reasonable accommodations for qualified individuals with disabilities and for sincerely held religious beliefs in accordance with applicable law. More information on requesting an accommodation here.

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More information about Thomson Reuters can be found on thomsonreuters.com.