Account Executive, Legal News & Intelligence

RELX Inc. Company

United States

Remote

USD 81,000 - 151,000

Full time

7 days ago

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Benefits offered by this job

Health benefits

401(k) with match

Employee Share Purchase Plan

Wellbeing program

Job summary

LexisNexis Legal & Professional’s Law360 team in the United States seeks an Account Executive to drive new business and expand Law360 and MLex within a defined legal market. You will own the full sales cycle from prospecting to closing, building relationships with law firm decision-makers and aligning subscriptions to client needs.

Success requires consultative selling, disciplined forecasting, and cross-functional collaboration with account teams and Customer Success.

Qualifications

Bachelor’s degree or equivalent relevant professional experience. Juris Doctor (JD) preferred.
Three to six years of successful consultative sales experience, preferably selling legal information, subscription services, or software to law firms or legal departments.
Demonstrated ability to manage the full sales cycle, develop new business, and achieve revenue goals.
Understanding of law firm operations, legal practice areas, and purchasing processes.
Experience delivering presentations, product demonstrations, proposals, and contract negotiations.
Proficiency with Salesforce or a comparable CRM and relevant prospecting tools.
Ability to manage a territory independently while coordinating effectively with internal partners.

Responsibilities

Territory Strategy and Revenue Growth: Develop and execute a territory plan to achieve sales goals. Identify prospective customers, prioritize opportunities, and expand Law360 and MLex adoption within existing accounts.
Prospecting and Pipeline Development: Generate qualified opportunities through direct outreach, referrals, account research, industry events, and collaboration with internal sales partners. Maintain sufficient pipeline to support consistent performance.
Customer Discovery: Understand each firm’s practice areas, industry focus, information needs, purchasing process, and business priorities. Identify decision-makers, influencers, budget owners, and potential barriers to purchase.
Consultative Selling: Connect Law360 and MLex offerings to customer needs. Clearly explain their respective value and complementary coverage, and recommend subscriptions that align with the firm’s priorities.
Product Demonstrations and Trials: Deliver tailored presentations and demonstrations. Coordinate with product specialists and Customer Success to establish trial objectives, engage relevant users, assess feedback, and advance purchasing decisions.
Relationship Management: Build relationships with attorneys, practice leaders, library and knowledge management professionals, business development teams, and firm leadership. Develop relationships across multiple stakeholders to support informed purchasing decisions.
Proposals and Negotiation: Prepare clear proposals and business justifications. Address objections, negotiate within approved pricing and contract guidelines, and secure agreements.
Cross-Functional Collaboration: Partner with account executives, client managers, Customer Success, marketing, and product teams to coordinate account strategies and provide a smooth transition from sale to adoption.
CRM and Forecast Discipline: Maintain accurate opportunity records, sales activities, close dates, customer commitments, and next steps in Salesforce. Provide timely forecasts supported by documented progress.
Market and Customer Insight: Stay informed about legal industry developments, regulatory trends, competitors, and customer feedback. Share insights that inform sales strategy and product improvements.
Professional Development: Maintain strong product knowledge and continually improve legal industry expertise, presentation skills, and sales effectiveness. Share successful approaches with colleagues.