Sales Executive, Academic

This is a sales role focused on driving growth within the Academic customer base, encompassing both the expansion of existing relationships and the acquisition of new customers.

The successful candidate will be responsible for selling the full Thomson Reuters legal portfolio, including Westlaw, Practical Law and CoCounsel, alongside student-facing subscriptions, to academic institutions where budgets are tightly controlled and value-for-money is critical.

Key Responsibilities

• Identify, target and win new business opportunities across universities, colleges and other academic institutions
• Sell the full Thomson Reuters legal portfolio, including Westlaw, Practical Law, CoCounsel and HighQ
• Build and manage a strong pipeline of qualified new business opportunities and well as self-sourcing leads
• Liaise with librarians and knowledge managers to understand research, collection and information resource requirements
• Work with in-house legal teams at academic institutions to understand their risk, compliance and service delivery needs
• Build relationships with faculty members to understand teaching and research requirements and identify opportunities for adoption
• Conduct consultative discovery to understand institutional priorities, operational pressures and budget constraints
• Position Thomson Reuters solutions as practical tools to support staff and students under workload and resource strain
• Demonstrate the value of AI-enabled solutions in improving research efficiency, student learning and legal service delivery
• Tailor propositions, demonstrations and commercial discussions to the needs of academic customers
• Navigate procurement, budget approval and stakeholder engagement processes effectively, including consortium and framework purchasing
• Build trusted relationships with legal, library, faculty, procurement and operational stakeholders
• Maintain accurate CRM records, pipeline visibility and forecasting discipline

Required Qualifications

• Proven success in new business sales and customer acquisition, ideally in a B2B environment
• Strong consultative selling skills, with the ability to uncover customer needs and align solutions accordingly
• Ability to articulate value clearly in budget-conscious environments
• Comfortable demonstrating technology and explaining the practical value of AI-enabled solutions, including handling questions on trust, accuracy and data security
• Strong commercial judgement and the ability to build business cases for investment
• Confidence selling a portfolio of products or solutions across legal, research and student-facing offerings
• Strong communication, influencing and relationship-building skills
• Resilient, proactive and highly self-motivated
• Ability to navigate structured buying, procurement or governance processes
• Hands-on experience with Salesforce or a similar CRM, with accurate records, pipeline visibility and reliable forecasting

Benefits

• Hybrid Work Model: flexible hybrid working environment
• Flexibility & Work-Life Balance: supportive workplace policies, including work from anywhere for up to 8 weeks per year
• Career Development and Growth: culture of continuous learning and skill development
• Industry Competitive Benefits: comprehensive benefit plans, including flexible vacation, Mental Health Days off, access to Headspace app, retirement savings, tuition reimbursement, and employee incentive programs