Senior Enterprise Account Executive - Legal and Compliance

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. AI, analytics, and workflow automation are reshaping how these functions operate.

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.

This is a commercially driven role. The ideal candidate can engage senior leaders such as General Counsel, Chief Compliance Officers, and CFOs, combine consultative selling with urgency and accountability, and act as a trusted advisor. They will own the full enterprise sales cycle, from territory strategy and prospecting through multi-stakeholder negotiations to closing and expanding accounts.

Key Responsibilities

1. 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.

1. 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.

1. 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.

1. 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.

1. 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

• Swedish and English Speaking
• 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: 2-3 days a week in the office depending on the role
• Flexibility & Work-Life Balance: Flex My Way, work from anywhere for up to 8 weeks per year
• Career Development and Growth: Grow My Way programming and skills-first approach
• Industry Competitive Benefits: comprehensive benefit plans, flexible vacation, two company-wide Mental Health Days off, access to the Headspace app, retirement savings, tuition reimbursement, employee incentive programs
• Culture: award-winning reputation for inclusion and belonging, flexibility, work-life balance
• Social Impact: Social Impact Institute, two paid volunteer days off annually, pro-bono consulting projects, Environmental, Social, and Governance (ESG) initiatives