Senior Sales Executive, Transactional Practices

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🕒 May 11

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Thomson Reuters

WebsiteLinkedInAll Job Openings

10,000+ employees

Founded 2008

💸 Finance

📱 Media

☁️ SaaS

Finance • Media • SaaS

Thomson Reuters is a global content and technology company that provides professionals with reliable and accurate solutions across the legal, tax and accounting, international trade, and risk management sectors. The company offers a range of products including legal research tools, tax preparation software, compliance and regulatory solutions, and media services like Reuters for global news. With significant investments in generative AI, Thomson Reuters continues to innovate in helping professionals optimize their workflows and enhance their decision-making. Their platforms serve various industries such as law firms, corporations, tax professionals, and media organizations, providing essential tools that combine powerful technology with in-depth expert content.

📋 Description

• Own full-cycle enterprise sales: prospecting, discovery, value mapping, business case development, multi-threading, negotiation, and close • Build the segment from the ground up: create and execute a focused territory and account strategy for transactional practices within Global Large Law Firms; develop repeatable motions and messaging for this buyer set • Engage senior stakeholders across transactional practices (e.g., Practice Group Leaders, Corporate/M&A Partners, deal team leaders, Innovation/Legal Ops Directors, Knowledge Management, and firm leadership) with compelling storytelling, tailored demos, and ROI-driven narratives • Run structured opportunity plans: validate needs, align on success criteria, build mutual close plans, and drive complex deals to signature • Become product fluent across solutions that support transactional and diligence-heavy workflows (e.g., CoCounsel and adjacent solutions used in due diligence, drafting/review, collaboration, and benchmarking including HighQ and Noetica); tailor demos to transactional attorney personas • Create pipeline with disciplined outbound: execute targeted outreach, practice group mapping, and account-based campaigns to build durable pipeline across transactional practices • Orchestrate internal resources (SEs, BDRs, marketing, enablement, legal, leadership) to progress multi-stakeholder opportunities and land/expand within accounts • Drive internal alignment and influence: communicate learnings from the field, shape segment positioning, and influence product/enablement priorities to accelerate adoption • Maintain forecasting rigor and CRM hygiene: accurate forecasting, consistent qualification (MEDDICC or similar), and strong opportunity documentation

🎯 Requirements

• 4+ years of successful B2B software/SaaS sales experience with large law firms (particularly transactional practices), legal technology, or professional services technology solutions • High-agency operator: you create clarity where there isn't any, develop creative solutions, and execute independently without waiting for perfect inputs • Drive and resilience: genuine motivation to build something new, take on challenges, and push through ambiguity in a change-resistant industry • Coachability: you seek feedback, learn quickly from experts, and are willing to try new methods—even when it challenges your defaults • Relationship management & business development strength: proven ability to build long-term professional relationships, earn trust with senior law firm stakeholders, and maintain genuine curiosity about attorney workflows and firm challenges • Communication and influence: ability to align internal teams and external buying committees around a shared vision and a mutual path to value • Fluency in modern sales methodologies: MEDDICC/Challenger/Solutions Selling, mutual action plans, and value-based selling • Workflow orientation: you can translate product capabilities into attorney outcomes—adoption plans, time savings, risk reduction, and measurable ROI—within diligence and transaction-heavy environments

🏖️ Benefits

• Flexibility & Work-Life Balance: Flex My Way is a set of supportive workplace policies designed to help manage personal and professional responsibilities, whether caring for family, giving back to the community, or finding time to refresh and reset. • Career Development and Growth: By fostering a culture of continuous learning and skill development, we prepare our talent to tackle tomorrow’s challenges and deliver real-world solutions. • Industry Competitive Benefits: We offer comprehensive benefit plans to include 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: Make an impact in your community with our Social Impact Institute. We offer employees two paid volunteer days off annually and opportunities to get involved with pro-bono consulting projects and Environmental, Social, and Governance (ESG) initiatives. • Making a Real-World Impact: We are one of the few companies globally that helps its customers pursue justice, truth, and transparency.