Senior Account Executive (PA, NJ, MD, DE)

Thomson Reuters; Eagan (MN); On-site; USD 189,000 - 351,000; Full time

Benefits offered by this job

Flexible work arrangements

Two mental health days off

Headspace app

Job summary

Thomson Reuters seeks a Sr Account Executive to build account plans, prospect new customers, and close full solutions across Legal & Workflow products. You will manage the entire sales cycle from initiation to renewal, leveraging a consultative, value-based approach to engage C-level stakeholders.

In this role, you will maintain a robust Salesforce pipeline, collaborate with marketing, product, and legal teams, and travel to client sites as needed.

Qualifications

• College degree preferred with 4+ years direct field sales experience in corporate sector.
• Proven track record of meeting/exceeding quotas in a B2B software environment.

Responsibilities

• Prospect new business in assigned territory and manage the full sales cycle.
• Lead account planning, deal closing, and renewal processes.
• Maintain an accurate forecast and pipeline in Salesforce.
• Collaborate cross-functionally with marketing, product, and legal teams.

Skills

Consultative selling

Solution selling

C-level engagement

Pipeline management

CRM usage

Territory sales

Negotiation

Education

Bachelor's degree preferred

4+ years direct field sales experience

Tools

Salesforce

MS Teams

Job description

Job Description:Sr Account ExecutiveThis position is responsible for developing account plans for new and/or existing small to mid-sized corporate accounts in an assigned territory. Prospects new customers and new business at existing customers and close full solution sales to corporate customers.Location: Territory includes South Eastern PA, MD, DE, and Southern NJ.Product: Products: Responsible for securing new sales and growing and retaining existing accounts selling Legal Tracker, HighQ, Practical Law Connect, Practical Law, Westlaw, and other legal solution and workflow tools to prospective customer base of attorneys working for Corporations.Key Responsibilities:Prospecting: Prospecting is a must. Actively seek out new business opportunities with both new and existing customers to build a strong sales pipeline. Keep your sales pipeline clean and up to date, aiming for 3-4 times coverage of your sales targets on a monthly and quarterly basis.Account Management: Focused on companies with revenues of less than $500M, leading the entire sales process through account planning, to include initial contact, account planning, deal closing to renewal.Sales Goals: Meet or exceed your revenue targets.Cross-functional Collaboration: Work closely with other teams within the organization to tailor our solutions to address the customer needs.Relationship Building: Establish and maintain strong relationships with key decision-makers and stakeholders, understanding their challenges and demonstrating how our solutions can address them.Salesforce Maintenance: Regularly update our CRM system (salesforce.com) to maintain accurate records of your sales activities and to provide reliable sales forecasts.Engage in direct client meetings either in person or via platforms like MS Teams.Required Qualifications:Proven ability to sell complex software solutions to small and medium companies (Less than $500M in revenue), using a consultative and value-based approach.Experience with high velocity sales, as well as land and expand approach.Must be a self-starter comfortable with ambiguity and possess a growth mindset, capable of managing change effectively.Experience selling to C-level executives applying a solution selling approach and the ability to identify business challenges and impact to their business if they don’t solve their challenges.Skilled in leading detailed sales processes involving various stakeholders.Strong commitment to the company's mission, with a deep understanding of artificial intelligence and its applications in enhancing legal department operations.Enthusiastic about prospecting and able to manage the entire sales cycle independently from initiation to closure.Ability to work well with teams across different departments (such as marketing, product, and legal) to achieve shared objectives.Eager to help refine sales strategies, enhance the sales team culture, improve the company’s value proposition, and develop sales tools to boost overall success.College degree preferred with a minimum of 4 years direct field sales experience (sales experience in the corporate sector preferred) with proven, exemplary track record of sales quota over achievement.Ability to develop and execute an account plan.Able to work from home office and travel to customer locations.Preferred Qualifications:College degree preferred with a minimum of 4 years direct field sales experience (sales experience in the corporate sector preferred) with proven, exemplary track record of sales quota over achievement.#LI-D2EWhat’s in it For You?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 $189,000 USD - $351,000 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.This job posting will close 10/30/2026.About UsThomson 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.Learn more on how to protect yourself from fraudulent job postings here.More information about Thomson Reuters can be found on thomsonreuters.com