Senior Sales Executive, Transactional Practices

Refinitiv; New York (NY); On-site; USD 189,000 - 351,000; Full time

Benefits offered by this job

Flexible vacation

Mental health days (2)

Headspace app access

Retirement savings

Tuition reimbursement

Employee incentives

Wellbeing resources

Job summary

Refinitiv seeks a Senior Sales Executive to drive growth in an AI-enabled legal technology portfolio, targeting large transactional law firms and deal teams. You will own end-to-end enterprise deals, build strong stakeholder relationships, and lead multi-threaded campaigns across a growing practice area.

You will develop tailored value narratives, ensure robust CRM hygiene, and partner with cross-functional teams to expand adoption of CoCounsel, HighQ, and related solutions.

Qualifications

• 4+ years of successful B2B software/SaaS sales experience with large law firms (particularly transactional practices), legal technology, or professional services technology solutions
• Consistent quota attainment: strong track record of meeting/exceeding monthly, quarterly, and annual new business targets
• Proven ability to build long-term professional relationships with senior law firm stakeholders, earn trust, and maintain genuine curiosity about attorney workflows and firm challenges
• Demonstrated ability to align internal teams and external buying committees around a shared vision and mutual path to value, and execute independently

Responsibilities

• Own full-cycle enterprise sales with high-quality execution: prospecting and discovery, value mapping and business case development, multi-threading with key stakeholders, and negotiation through close
• Maintain disciplined pipeline through targeted outbound, practice group mapping, and account-based campaigns
• Ensure strong CRM hygiene, accurate forecasting, and consistent qualification (MEDDICC or similar)
• Build and own the transactional segment from the ground up: develop and execute a focused territory strategy, create repeatable motions and messaging for this buyer set, and build durable pipeline across transactional practices
• Engage senior stakeholders across transactional practices (Practice Group Leaders, Corporate/M&A Partners, deal team leaders, Innovation/Legal Ops Directors, and firm leadership) with compelling storytelling, tailored demos, and ROI-driven narratives
• Run structured opportunity plans with validated needs, aligned success criteria, and mutual close plans
• Become product fluent across solutions supporting transactional and diligence-heavy workflows (CoCounsel, HighQ, Noetica, and adjacent solutions)
• Translate product capabilities into attorney outcomes—adoption plans, time savings, risk reduction, and measurable ROI
• Orchestrate internal resources (SEs, BDRs, marketing, enablement, legal, leadership) to progress multi-stakeholder opportunities and land/expand within accounts
• Communicate field learnings, shape segment positioning, and influence product/enablement priorities to accelerate adoption

Skills

B2B SaaS sales

Large law firms

Quota attainment

Relationship building

Ambiguity handling

MEDDICC

Tools

CRM software

Job description

Job Description

We're seeking a Senior Sales Executive to drive new growth for our AI-enabled legal technology portfolio. This role is designed to strengthen relationships with transactional attorneys in large law firms and unlock powerful adoption across deal teams, practice groups, and firm-wide initiatives. You'll own end-to-end enterprise deal cycles with Global Large Law Firm (GLLF) clients, focusing on transactional practices (debt financing, M&A, and capital markets) while partnering closely with internal cross-functional teams to expand adoption through direct sales and practice group extension motions. You'll be expected to operate with high agency, build from the ground up, and help define the playbook for this team.

Key Responsibilities

• Own full-cycle enterprise sales with high-quality execution: prospecting and discovery, value mapping and business case development, multi-threading with key stakeholders, and negotiation through close.


• Maintain disciplined pipeline through targeted outbound, practice group mapping, and account-based campaigns.


• Ensure strong CRM hygiene, accurate forecasting, and consistent qualification (MEDDICC or similar)


• Build and own the transactional segment from the ground up: develop and execute a focused territory strategy, create repeatable motions and messaging for this buyer set, and build durable pipeline across transactional practices


• Engage senior stakeholders across transactional practices (Practice Group Leaders, Corporate/M&A Partners, deal team leaders, Innovation/Legal Ops Directors, and firm leadership) with compelling storytelling, tailored demos, and ROI-driven narratives.


• Run structured opportunity plans with validated needs, aligned success criteria, and mutual close plans


• Become product fluent across solutions supporting transactional and diligence-heavy workflows (CoCounsel, HighQ, Noetica, and adjacent solutions).


• Translate product capabilities into attorney outcomes—adoption plans, time savings, risk reduction, and measurable ROI


• Orchestrate internal resources (SEs, BDRs, marketing, enablement, legal, leadership) to progress multi-stakeholder opportunities and land/expand within accounts.


• Communicate field learnings, shape segment positioning, and influence product/enablement priorities to accelerate adoption.

Required Qualifications

• 4+ years of successful B2B software/SaaS sales experience with large law firms (particularly transactional practices), legal technology, or professional services technology solutions


• Consistent quota attainment: strong track record of meeting/exceeding monthly, quarterly, and annual new business targets


• Proven ability to build long-term professional relationships with senior law firm stakeholders, earn trust, and maintain genuine curiosity about attorney workflows and firm challenges


• Ability to create clarity in ambiguous situations, develop creat Demonstrated ability to align internal teams and external buying committees around a shared vision and mutual path to valueive solutions, and execute independently

Preferred Qualifications

• Fluency in modern sales methodologies (MEDDICC, Challenger Sales, Solutions Selling), mutual action plans, and value-based selling


• Genuine motivation to build something new, take on challenges, and push through ambiguity in a change-resistant industry


• Coachability: willingness to seek feedback, learn quickly from experts, and try new methods even when they challenge your defaults


• Workflow orientation: ability to translate product capabilities into attorney outcomes within diligence and transaction-heavy environments.

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What’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:

• 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.

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


• access to Employee Stock Purchase Plan

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 10/08/2026.

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. 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.

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.