Senior Sales Executive, Transactional Practices - GLLF
Thomson Reuters
We're seeking a Senior Sales Executive to drive new growth for our AI-enabled legal technology portfolio. This role is designed to strengthen relationships with transactional attorneys in large law firms and unlock powerful adoption across deal teams, practice groups, and firm-wide initiatives.
You'll own end-to-end enterprise deal cycles with Global Large Law Firm (GLLF) clients, focusing on transactional practices (debt financing, M&A, and capital markets) while partnering closely with internal cross-functional teams to expand adoption through direct sales and practice group extension motions. You'll be expected to operate with high agency, build from the ground up, and help define the playbook for this team.
About the Role
In this role as a Senior Sales Executive, you will:
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
KPIs and Expectations
Consistent quota attainment: meet/exceed monthly, quarterly, and annual new business targets for the Global Large Law Firm segment
Pipeline generation: build and sustain 3x quota pipeline through high-quality outbound, targeted campaigns, and partnership-driven sourcing
Activity/coverage: maintain a strong customer-facing cadence (e.g., 10+ qualified customer meetings per week) and prioritize external momentum over internal overhead
Messaging excellence: continuously refine segment-specific value messaging and competitive positioning as the market evolves
Strategic rigor: maintain an actionable Territory Business Plan and account plans for top logos; document mutual close plans and next steps in CRM
Builder mindset: contribute to and improve the GTM playbook—what works, what doesn't, and why—so the team scales faster
About You
You're a fit for the role of Senior Sales Executive if your background includes:
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
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What’s in it For You?
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. This builds upon our flexible work arrangements, including work from anywhere for up to 8 weeks per year, empowering employees to achieve a better work-life balance.
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. Our Grow My Way programming and skills-first approach ensures you have the tools and knowledge to grow, lead, and thrive in an AI-enabled future.
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. We live by our values: Obsess over our Customers, Compete to Win, Challenge (Y)our Thinking, Act Fast / Learn Fast, and Stronger Together.
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. Together, with the professionals and institutions we serve, we help uphold the rule of law, turn the wheels of commerce, catch bad actors, report the facts, and provide trusted, unbiased information to people all over the world.
About Us
Thomson Reuters informs the way forward by bringing together the trusted content and technology that people and organizations need to make the right decisions. We serve professionals across legal, tax, accounting, compliance, government, and media. Our products combine highly specialized software and insights to empower professionals with the data, intelligence, and solutions needed to make informed decisions, and to help institutions in their pursuit of justice, truth, and transparency. Reuters, part of Thomson Reuters, is a world leading provider of trusted journalism and news.
We are powered by the talents of 26,000 employees across more than 70 countries, where everyone has a chance to contribute and grow professionally in flexible work environments. At a time when objectivity, accuracy, fairness, and transparency are under attack, we consider it our duty to pursue them. Sound exciting? Join us and help shape the industries that move society forward.
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