Description
Thomson Reuters is seeking a Business Development Manager, SMB to drive new business growth across its legal and AI solutions portfolio, including Westlaw Japan, CoCounsel, and Practical Law, within the small and medium-sized business (SMB) market.
As a Business Development Manager within the Small & Medium Business (SMB) segment, you will be responsible for driving new business growth across assigned accounts and territories. You will proactively identify, engage, and convert prospective customers while expanding existing customer relationships through consultative sales of Thomson Reuters Legal solutions.
Responsibilities
- Own the full sales cycle from prospecting to close for new business opportunities within the SMB and Mid-Market segments.
- Generate qualified pipeline through outbound activities including calls, emails, social selling, events, webinars, and customer referrals.
- Position Thomson Reuters' legal content, research, workflow, and AI-powered solutions to address customer business challenges and strategic initiatives.
- Build trusted relationships with legal departments, law firms, government agencies, financial institutions, and educational organizations.
- Collaborate closely with Product, Marketing, Customer Success, and Solution Consulting teams to maximize customer value and accelerate sales opportunities.
- Maintain accurate pipeline, forecasting, and sales activity records within CRM systems.
- Consistently achieve or exceed assigned quota, pipeline creation, and revenue growth targets.
- Gather and communicate customer feedback, competitive intelligence, and market insights to support business growth and product innovation.
Requirements
- 3–5 years of successful business development, SaaS/software, information services, or solution sales experience, preferably serving SMB to Mid-Market customers.
- Proven track record of creating pipeline and closing new business opportunities.
- Strong consultative selling and discovery skills with the ability to understand customer challenges and translate them into business value.
- Excellent written and verbal communication and presentation skills.
- Ability to build relationships with multiple stakeholders and decision makers.
- Commercial acumen and analytical skills to evaluate sales performance data and develop effective territory and account strategies.
- Self-motivated, highly organized, and comfortable working in a fast-paced growth environment.
- Ability to collaborate effectively across Sales, Marketing, Product, Customer Success, and other internal teams.
- Experience with CRM systems (Salesforce preferred) and modern sales engagement tools.
- Interest in legal technology, AI solutions, workflow software, or professional information services is preferred.
Benefits
- Hybrid Work Model: 2-3 days a week in the office depending on the role.
- Flexibility & Work-Life Balance: Flexible work arrangements, 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, 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.
- Social Impact: Opportunities to make an impact in the community with the Social Impact Institute, including two paid volunteer days off annually.