Acquisition Sales Specialist - MLF
Thomson Reuters VenturesThe Acquisition Sales Specialist is a quota-carrying, full-cycle sales role focused exclusively on acquiring net-new customers within our Mid Sized Law Firm (MLF) segment. This role is foundational to building a scalable new-logo engine, and your performance will directly shape our go-to-market strategy and long-term growth trajectory.
The product bag will have a heavy emphasis on leading with CoCounsel Legal and CoCounsel and all our AI tools, while also promoting Westlaw/Practical Law and our Partnership products, Supio and DeepJudge and others, depending on the situation and fit/need.
This is an overlay role, but different than other roles and not a support role or a tag-along function. Acquisition Reps own the entire sales process, from first touch through closed won, inside a clearly defined territory. Success is driven by real quotas, operational data, and performance KPIs that measure pipeline creation, conversion efficiency, and closed-won revenue. This role does not include renewals or expansion revenue with existing customers, nor reactive account management unrelated to net-new acquisition.
Each Acquisition Specialist will have a dotted line to a Regional Core Growth Manager and will be embedded with that manager's team to promote collaboration and strategic alignment.
About the Role
In this role as a Acquisition Sales Specialist, you will:
Own full-cycle sales of net-new Core Growth MLF accounts (≤49 attorneys)
Conduct outbound prospecting into white space accounts within the MLF segment
Perform account research, prioritization, and multi-threaded engagement
Lead discovery, demos, deal strategy, pricing, negotiation, and closing
Manage pipeline that supports monthly and quarterly quota attainment
Maintain accurate CRM usage and disciplined sales process execution
Collaborate with your aligned MLF Manager to support pod-level priorities and segment strategy
Attain net-new pipeline creation targets per month
Achieve closed-won revenue from first-time Core Growth Law Firm customers
Demonstrate strong conversion rates from target account to qualified opportunity and high win rates on sourced opportunities
Optimize average deal cycle time while meeting activity KPIs tied directly to new logo production
About You
You're a fit for the Acquisition Sales Specialist if your background includes:
5+ years of experience in quota-carrying B2B sales or new logo acquisition
Demonstrated ability to generate pipeline through outbound prospecting
Experience selling into law firms or professional services preferred
Strong discovery, qualification, and closing capabilities
Data-driven, highly accountable, and coachable
Ability to thrive in a pod model while maintaining full deal ownership
Finding enjoyment in your job and bringing positive energy to the team
Ability to challenge the status quo and look for better ways to win
Demonstrate a strong will to win while operating with integrity
Championing teammates' success and jump in to help the full team succeed
Ability to test new approaches within established boundaries and pivot quickly based on desired outcomes
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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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