Account Manager

This is a fully remote position, open to applicants in California, +8 more states.

📋 Description

• Oversee the migration of existing Thomson Reuters Corporate SMB clients to CoCounsel.

• Manage designated target accounts from initial discussions to successful migration.

• Achieve or surpass migration and customer engagement activity goals.

• Meet monthly and annual migration targets while monitoring accounts against KPIs and sales processes.

• Interact with decision-makers and end users through outbound calls, emails, and LinkedIn Sales Navigator.

• Arrange discovery and migration discussions.

• Accurately record call details, migration requests, and account activities in Salesforce and Thomson Reuters CRM.

• Create migration forecasts and account-level progress reports.

• Identify and escalate issues related to contracts, renewals, technical aspects, and adoption risks.

• Develop tailored plans for each account to address migration risks.

• Act as a trusted advisor during the migration process using consultative discovery techniques.

• Align customer workflows with CoCounsel capabilities and illustrate product value.

• Collaborate with Customer Success, Onboarding and Training, Product Specialists, Order Fulfillment, Customer Service, Account Managers, and other relevant stakeholders.

• Address customer issues promptly.

• Gather customer feedback, objections, and competitive insights to enhance playbooks and product strategy.

• Maintain in-depth knowledge of CoCounsel, legacy products, migration programs, and sales incentives.

• Participate in meetings, training sessions, professional development, and skill enhancement activities.

⛳️ Requirements

• A minimum of 4 years of B2B sales experience with a proven track record of meeting quotas.

• Ideally, experience should include customer conversions, incremental sales, renewals, or transitions in technology.

• A college degree in business, sales, or a related field is strongly preferred.

• Demonstrated ability to manage a specified book of accounts and effect change with existing clients.

• Required experience in outbound outreach.

• Experience selling AI, SaaS, or legal technology solutions is highly preferred.

• Strong organizational and time management capabilities.

• Ability to adapt to change.

• Required skills in pipeline management within a CRM environment.

• Experience with Salesforce.com is strongly preferred.

• Proficient in Microsoft Office applications.

• Ability to demonstrate online products using web-based tools such as Microsoft Teams, Zoom, and WebEx.

• Excellent verbal and written communication skills.

• Ability to negotiate migration terms, pricing, and timelines with clients within established parameters.

• Proven knowledge of proper telephone etiquette and a professional demeanor and integrity.

• Knowledge or experience in the legal industry, particularly with corporate legal departments, is strongly preferred.

• Capability to manage multiple ongoing migrations and prioritize effectively across the assigned target list.

🏝️ Benefits

• Flexible work arrangements, including the option to work from anywhere for up to 8 weeks annually.

• Flexible vacation policy.

• Two company-wide Mental Health Days off.

• Access to the Headspace app.

• Retirement savings options.

• Tuition reimbursement program.

• Employee incentive initiatives.

• Resources for mental, physical, and financial wellbeing.

• Two paid volunteer days off each year.

• Health, dental, vision, disability, and life insurance programs.

• Competitive 401k plan with company match.

• Generous vacation, sick, and safe paid time off.

• Paid holidays, including two company mental health days off.

• Parental leave benefits.

• Sabbatical leave options.

• Optional hospital, accident, and sickness insurance fully paid by the employee.

• Optional life and AD&D insurance fully paid by the employee.

• Flexible Spending and Health Savings Accounts available.

• Fitness reimbursement program.

• Access to Employee Assistance Program.

• Group Legal Identity Theft Protection benefit fully paid by the employee.

• Access to 529 Plan.

• Commuter benefits.

• Assistance for Adoption & Surrogacy.

• Employee Stock Purchase Plan.

• Opportunities for professional development and skill-building.

• Opportunities to engage in pro-bono consulting projects and ESG initiatives.