Account Specialist

Refinitiv; Ann Arbor (MI); Hybrid; USD 106,000 - 198,000; Full time

Benefits offered by this job

Hybrid work model

Comprehensive benefits package

2+ paid mental health days (US)

Job summary

Thomson Reuters in the United States is seeking an Account Specialist to manage renewals, upsell opportunities, and a high-quality commercial experience across a portfolio of existing customers. You will drive timely renewals, coordinate with internal teams, and deliver value-based propositions to support retention and growth.

The role requires 2+ years in account management or related fields, with strong English communication, CRM proficiency, and ability to work with cross-functional teams.

Qualifications

• 2+ years of experience in account management, renewals, inside sales, customer success, or another customer-facing commercial role.
• Experience managing a portfolio of customer accounts in a SaaS or recurring-revenue environment.
• Bachelor's degree in Business, Marketing, Communications, or related field, or equivalent experience.

Responsibilities

• Own the end-to-end renewal process for an assigned portfolio of U.S.-based customer accounts.
• Proactively engage customers to confirm renewal intent and communicate product value.
• Prepare and manage quotes, order forms, contracts, and related documentation.
• Identify and execute upsell and cross-sell opportunities within existing accounts.
• Maintain accurate account, renewal, and forecasting information in CRM and quoting systems.

Skills

Account management

Renewals

Inside sales

Customer success

Sales support

Education

Bachelor's degree

Tools

Salesforce

CPQ platforms

CRM systems

Microsoft Dynamics

Job description

Job Description Are you passionate about bringing your experience to a world-class company that is a market leader in both content and technology? Do you have experience driving renewal, retention, and upsell motions across existing customer accounts? Are you motivated by uncapped commission opportunities? If so, we are looking for you. As an Account Specialist, you will support growth across the United States by managing a portfolio of existing customers, driving timely renewals, identifying expansion opportunities, and delivering a high-quality commercial experience throughout the customer lifecycle. You will serve as a key commercial contact for assigned customers, partnering with internal stakeholders to ensure accurate transactions, strong customer relationships, and achievement of retention and revenue goals.

Key Responsibilities

• Own the end-to-end renewal process for an assigned portfolio of U.S.-based customer accounts.
• Proactively engage customers to confirm renewal intent, communicate product value, clarify contract terms, and ensure timely execution.
• Prepare and manage quotes, order forms, contracts, and related commercial documentation.
• Respond to inbound commercial inquiries, including questions related to pricing, products, billing, and contract terms.
• Identify and execute low- to moderate-complexity upsell and cross-sell opportunities within existing accounts.
• Support customer pricing discussions and coordinate internal approvals, deal structure, and contract terms as needed.
• Build trusted customer relationships and develop a strong understanding of customer business needs, objectives, and challenges.
• Create and communicate value-based propositions that support customer retention and account growth.
• Analyze account data, customer activity, renewal trends, and commercial performance to identify risks and growth opportunities.
• Maintain accurate account, opportunity, renewal, and forecasting information in CRM and quoting systems.
• Provide reliable renewal pipeline visibility and revenue forecasts to leadership and internal stakeholders.
• Partner closely with Account Executives, Customer Success Managers, Finance, Legal, Operations, and other internal teams to ensure a seamless customer experience.
• Coordinate internal resources to resolve customer issues and facilitate timely commercial transactions.
• Share customer feedback and market insights to support improvements to products, processes, and customer outcomes.
• Consistently achieve or exceed assigned renewal, retention, expansion, and customer engagement goals.

Required Qualifications

• 2+ years of experience in account management, renewals, inside sales, customer success, sales support, or another customer-facing commercial role.
• Experience managing a portfolio of customer accounts in a SaaS, subscription, recurring-revenue, technology, professional services, legal, tax, financial, or information-services environment.
• Bachelor's degree in Business, Marketing, Communications, or a related field, or equivalent relevant professional experience.
• Professional written and verbal English communication skills.
• Demonstrated commercial acumen and the ability to discuss pricing, contract terms, renewal value, and expansion opportunities.
• Strong customer relationship management, communication, and interpersonal skills.
• Experience using CRM, quoting, and sales tools, such as Salesforce, CPQ platforms, or comparable systems.
• Ability to manage multiple renewals, customer requests, and deadlines in a fast-paced environment.
• Strong organizational skills, attention to detail, prioritization, and follow-through.
• Analytical and solution-oriented mindset, with the ability to identify account risks, trends, and growth opportunities.
• Ability to work independently while collaborating effectively with cross-functional teams.

Preferred Qualifications

• Experience supporting U.S.-based customers and familiarity with U.S. business practices, commercial buying cycles, and contracting processes.
• Experience selling or supporting web-based, cloud-based, SaaS, data, workflow, research, compliance, legal, tax, financial, or technology solutions.
• Experience with recurring-revenue metrics, including renewal rate, gross retention, customer retention, churn, upsell, cross-sell, pipeline health, and forecast accuracy.
• Strong negotiation, objection-handling, and value-selling skills.
• Experience developing customer-specific value propositions tied to business outcomes, efficiency gains, risk mitigation, or return on investment.
• Familiarity with consultative selling or account-management methodologies.
• Experience working with Salesforce, Salesforce CPQ, Microsoft Dynamics, or similar CRM and sales-technology platforms.
• Proven history of meeting or exceeding renewal, retention, revenue, or account-growth targets.
• Experience collaborating with Account Executives, Customer Success, Finance, Legal, Operations, Marketing, and Product teams.
• Ability to travel periodically within the United States, if required by business needs.

What’s in it For You?

Hybrid Work Model: We’ve adopted a flexible hybrid working environment 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.

In the United States, Thomson Reuters offers a comprehensive benefits package to our employees. Our benefit package includes market competitive health, dental, vision, disability, and life insurance programs, as well as a competitive 401k plan with company match. In addition, Thomson Reuters offers 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. These benefits meet or exceeds the requirements of paid time off in accordance with any applicable state or municipal laws.

Finally, Thomson Reuters offers the following additional benefits: 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; Tuition Reimbursement; and access to Employee Stock Purchase Plan.

Thomson Reuters complies with local laws that require upfront disclosure of the expected pay range for a position. The target total cash compensation range varies across locations. For any eligible US locations, unless otherwise noted, the target total cash compensation range for this role is $106,400 USD - $197,600 USD. Pay is positioned within the range based on several factors including an individual’s knowledge, skills and experience with consideration given to internal equity. Base pay and any target sales incentive are part of a comprehensive Total Reward program which also includes flexible and supportive benefits and other wellbeing programs. Target total cash compensation ranges are inclusive of both base pay and any target sales incentive.

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. Thomson Reuters makes reasonable accommodations for applicants with disabilities, including veterans with disabilities, and for sincerely held religious beliefs in accordance with applicable law. If you reside in the United States and require an accommodation in the recruiting process, you may contact our Human Resources Department at [e-mail]. Disability accommodations in the recruiting process may include things like a sign language interpreter, making interview rooms accessible, providing assistive technology, or other relevant accommodations. Please note this email is not intended for general recruitment questions and we will promptly respond to inquiries regarding accommodations.

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

Here, you will collaborate with smart, ambitious people who thrive on solving complex problems, delivering market-leading solutions, and innovating with curiosity and care. Learn more about a career with us Our Employer Story Inside Thomson Reuters Blog Awards and Recognition Join Our Talent Community Protect Your Job Search Future-ready careers Our focus on a skills-first approach ensures you’ll have the tools and knowledge to grow, lead, and thrive in an AI-enabled future.