Description
Corporate legal departments are being transformed as in-house counsel and compliance teams face pressure to cut legal spend, manage risk better, automate workflows, and deliver stronger business outcomes, often with limited resources.
Thomson Reuters is hiring a Senior Enterprise Account Executive to partner with corporate legal departments, general counsel offices, and compliance teams across the UK and Europe, helping them navigate this change with AI-powered legal technology that delivers measurable impact.
Key Responsibilities
- Enterprise Sales Execution & Pipeline Management
- Own the full sales cycle across lead generation, discovery, solution development, negotiation, close, and onboarding.
- Execute territory strategy, maintain at least 3:1 pipeline coverage, and progress complex multi-stakeholder deals through procurement, legal, security, and executive approvals.
- Deliver forecasts within ±10% accuracy and achieve quota attainment with 30%+ win rates on pursued opportunities.
- Territory & Strategic Account Planning
- Prioritise target accounts using territory analysis and build strategic plans covering stakeholders, competition, expansion opportunities, and multi-year revenue.
- Develop trusted relationships with General Counsel, Chief Compliance Officers, CFOs, CTOs, and other decision-makers.
- Lead quarterly business reviews and document repeatable practices that strengthen the wider sales organisation.
- Revenue Growth & Account Expansion
- Grow revenue through new logos, upsell/cross-sell, retention, and renewals.
- Position the Thomson Reuters Legal and Compliance portfolio,including CoCounsel Legal, Practical Law, Westlaw, HighQ, and Legal Tracker, against specific customer outcomes.
- Manage customer acquisition, lifetime value, and expansion metrics.
- Complex Stakeholder Management & Solution Selling
- Lead executive presentations and articulate clear value propositions linked to customer objectives, regulatory needs, and operational challenges.
- Align legal, IT, procurement, security, and finance stakeholders; address competitive positioning and build consensus.
- Ensure a seamless handoff to Professional Services and Customer Success to support onboarding and value realisation.
- Cross-Functional Collaboration & Sales Organization Development
- Partner with Sales Engineering, Solution Consulting, Professional Services, Marketing, Partner & Alliances to shape solutions, targeting, and campaigns.
- Bring customer and market insight to Product, Marketing, and Leadership; act as the internal voice of the customer.
- Contribute to sales playbooks, methodology, coaching, and organisational learning.
Required Qualifications
- 7+ years of full-cycle enterprise software sales, including 3+ years managing large global / multinational accounts.
- Consistent quota attainment and experience leading long, complex, multi-stakeholder sales cycles.
- Strong knowledge of legal and compliance markets, enterprise buying processes, and AI-enabled legal workflows.
- Proficiency in MEDDIC or an equivalent consultative sales methodology.
- Excellent executive communication, presentation, negotiation, CRM, analytics, and data-driven decision-making skills.
- Ability to document and scale effective sales processes and practices.
Benefits
- Hybrid Work Model: flexible hybrid working environment
- Flexibility & Work-Life Balance: supportive workplace policies
- Career Development and Growth: continuous learning and skill development
- Industry Competitive Benefits: comprehensive benefit plans
- Culture: award-winning reputation for inclusion and belonging
- Social Impact: opportunities for community involvement