Business Development Manager – Corporate Legal Solutions

AUS002 Thomson Reuters (Professional) Australia Ltd; Sydney; Hybrid; AUD 110,000 - 150,000; Full time

Benefits offered by this job

Hybrid Work Model

Flexible work policies

Job summary

Thomson Reuters seeks a high-impact Business Development Manager to win new business across Australia within corporate legal departments, legal operations teams, enterprise stakeholders, and law firms.

As a subject matter expert on our legal software solutions, you will drive proactive prospecting, grow pipeline, and close opportunities, traveling as needed. This role partners with Strategic Client Directors and Client Success Managers in a fast-paced, AI-enabled future.

Qualifications

• 3-5 years’ experience in a professional field sales or business development role selling software as a solution
• Experience selling into Corporate Legal and/or law firms; experience in solutions selling.
• Demonstrated track record of success in meeting and exceeding sales targets and strive for success
• Create and maintain a robust and healthy pipeline of opportunities through prospecting activity
• Strong experience in B2B enterprise sales with excellent active listening, negotiation, presentation, and consultative sales skills
• Customer centric approach, commercial acumen, and ability to identify opportunities to cross sell solutions
• Ability to partner effectively with the wider sales team including pre-sales and proposition
• A team player with a positive approach
• Good organizational and time management skills and attention to detail

Responsibilities

• Develop and maintain deep expertise in our legal technology solutions, including their application in corporate legal departments, legal operations teams, enterprise risk/compliance teams, and law firms.
• Build a strong understanding of customer challenges across the corporate legal and law firm segments, identifying how our solutions address operational, governance, productivity, and cost‑efficiency needs.
• Lead proactive outbound sales activity to generate new pipeline, open new buying centres, and acquire new logos across target segments.
• Engage early in the sales cycle to shape customer thinking, uncover needs, and define solution approaches.
• Act as a specialist overlay to support Strategic Client Directors, Client Success Managers, and Customer Relationship Managers on complex pursuits, helping drive opportunities to close.
• Conduct discovery sessions, requirements gathering, and (as required) tailored product demonstrations to support customer evaluation.
• Drive incremental growth via upsell and cross‑sell opportunities within existing accounts, while maintaining a strong emphasis on securing net‑new revenue.
• Collaborate within a pooled specialist team, supporting accounts and territories across the region rather than owning a fixed territory.
• Use virtual selling as a primary engagement channel, supplemented by in‑person meetings where most impactful.
• Share market insights, product expertise, and best practices with the broader sales organisation to strengthen overall territory strategies.
• Support key retention situations where specialist product or segment insight is required.
• Provide strategic input to enhance sales motions, trial experiences, and demo processes as digital engagement tools evolve.

Job description

Job Description

We are seeking a high-impact Business Development Manager with expertise in legal technology and corporate legal workflows. This role focuses on winning new business across Australia within corporate legal departments, legal operations teams, enterprise stakeholders, and law firms. You will act as a subject matter expert on our legal software solutions, driving proactive prospecting, new logo acquisition, and strategic growth. Travel will be required as needed.

Key Responsibilities

In this opportunity as a Business Development Manager – Corporate Legal Solutions, you will:

• Develop and maintain deep expertise in our legal technology solutions, including their application in corporate legal departments, legal operations, enterprise risk/compliance teams, and law firms.
• Build a strong understanding of customer challenges across the corporate legal and law firm segments, identifying how our solutions address operational, governance, productivity, and cost‑efficiency needs.
• Lead proactive outbound sales activity to generate new pipeline, open new buying centres, and acquire new logos across target segments.
• Engage early in the sales cycle to shape customer thinking, uncover needs, and define solution approaches.
• Act as a specialist overlay to support Strategic Client Directors, Client Success Managers, and Customer Relationship Managers on complex pursuits, helping drive opportunities to close.
• Conduct discovery sessions, requirements gathering, and (as required) tailored product demonstrations to support customer evaluation.
• Drive incremental growth via upsell and cross‑sell opportunities within existing accounts, while maintaining a strong emphasis on securing net‑new revenue.
• Collaborate within a pooled specialist team, supporting accounts and territories across the region rather than owning a fixed territory.
• Use virtual selling as a primary engagement channel, supplemented by in‑person meetings where most impactful.
• Share market insights, product expertise, and best practices with the broader sales organisation to strengthen overall territory strategies.
• Support key retention situations where specialist product or segment insight is required.
• Provide strategic input to enhance sales motions, trial experiences, and demo processes as digital engagement tools evolve.

Success Measures

Achievement of new business sales targets across corporate legal, legal operations, enterprise functions, and law firm segments.

Pipeline generation through structured outbound activity.

Contribution to specialist-led wins and complex sales cycles.

Demonstrated expertise in legal tech solution positioning and customer value articulation.

Required Qualifications

You’re a fit for the role of Business Development Manager – Corporate Legal Solutions if you have the following required qualifications:

• 3-5 years’ experience in a professional field sales or business development role selling software as a solution
• Experience selling into Corporate Legal and/or law firms; experience in solutions selling.
• Demonstrated track record of success in meeting and exceeding sales targets and strive for success
• Create and maintain a robust and healthy pipeline of opportunities through prospecting activity
• Strong experience in B2B enterprise sales with excellent active listening, negotiation, presentation, and consultative sales skills
• Customer centric approach, commercial acumen, and ability to identify opportunities to cross sell solutions
• Ability to partner effectively with the wider sales team including pre-sales and proposition.
• A team player with a positive approach
• Good organizational and time management skills and attention to detail

Preferred Qualifications

Legal qualifications and/or legal tech selling experience is highly preferred.

#LI-SC1

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

• 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

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.

Equal Employment Opportunity

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.

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

At Thomson Reuters, we’re not riding the AI wave — we’re reshaping the future of professional work across law, tax, compliance, and journalism. Here, you will collaborate with smart, ambitious people who thrive on solving complex problems, delivering market-leading solutions, and innovating with curiosity and care.

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