Strategic Account Executive — Legal News & Intelligence

Relx Plc; Virginia; On-site; USD 90,000 - 150,000; Full time

Job summary

Law360, owned by RELX, is seeking a proactive Account Executive to drive new business and expand Law360 and MLex within a defined legal market. You will manage the full sales cycle—from prospecting to closing—and build relationships with law firm decision-makers to demonstrate how legal news and regulatory intelligence support practice, service, and growth.

The role emphasizes consultative selling, disciplined territory management, accurate forecasting, and collaboration with internal partners.

Qualifications

• Bachelor's degree or equivalent professional experience.
• Juris Doctor (JD) preferred.
• Three to six years of successful consultative sales experience, preferably selling legal information 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 and purchasing processes.
• Experience delivering presentations, product demonstrations, proposals, and contract negotiations.

Responsibilities

• Territory Strategy and Revenue Growth: Develop and execute a territory plan to achieve sales goals.
• Prospecting and Pipeline Development: Generate qualified opportunities and maintain a healthy pipeline.
• Customer Discovery: Understand each firm's practice areas, information needs, and purchasing processes.
• Consultative Selling: Align Law360 and MLex offerings to client needs and advise on subscriptions.
• Product Demonstrations and Trials: Deliver tailored demos and coordinate trials with stakeholders.
• Relationship Management: Build relationships with attorneys, library & knowledge management professionals, and leadership.
• Proposals and Negotiation: Prepare proposals and negotiate within pricing guidelines.
• Cross-Functional Collaboration: Work with account teams to coordinate strategies.
• CRM and Forecast Discipline: Maintain records, forecasts, and next steps in Salesforce.
• Market and Customer Insight: Stay informed on industry trends to inform strategy.
• Professional Development: Maintain product knowledge and share successful approaches.

Skills

Territory management

Consultative selling

Sales forecasting

CRM / Salesforce

Proposals & negotiations

Education

Bachelor's degree

JD preferred

Tools

Salesforce

Job description

Law360, owned by RELX, is seeking a proactive Account Executive to drive new business and expand Law360 and MLex within a defined legal market. You will manage the full sales cycle—from prospecting to closing—and build relationships with law firm decision-makers to demonstrate how legal news and regulatory intelligence support practice, service, and growth.

The role emphasizes consultative selling, disciplined territory management, accurate forecasting, and collaboration with internal partners.