Senior Enterprise Account Executive – Legal and Compliance, German, English

This is a fully remote position, open to applicants in Germany.

📋 Description

• Take full ownership of the entire enterprise sales cycle, including lead generation, discovery, solution development, negotiation, closing, and onboarding.

• Implement territory strategy and ensure a minimum of 3:1 pipeline coverage.

• Navigate complex deals involving multiple stakeholders through procurement, legal, security, and executive approvals.

• Provide forecasts with an accuracy of ±10% and meet quota targets with win rates exceeding 30% on pursued opportunities.

• Identify target accounts through territory analysis and create strategic account plans.

• Cultivate trusted relationships with General Counsel, Chief Compliance Officers, CFOs, CTOs, and other key decision-makers.

• Conduct quarterly business reviews and document repeatable best practices for the broader sales organization.

• Drive revenue growth through acquiring new clients, upselling/cross-selling, retention, and renewals.

• Effectively position Thomson Reuters Legal and Compliance products, including CoCounsel Legal, Practical Law, Westlaw, HighQ, and Legal Tracker.

• Oversee customer acquisition, lifetime value, and expansion metrics.

• Lead executive presentations and clearly articulate value propositions aligned with customer objectives and operational challenges.

• Coordinate with legal, IT, procurement, security, and finance stakeholders to build consensus.

• Ensure a smooth transition to Professional Services and Customer Success for onboarding and value realization.

• Collaborate with Sales Engineering, Solution Consulting, Professional Services, Marketing, and Partner & Alliances.

• Offer customer and market insights to Product, Marketing, and Leadership teams.

• Contribute to the development of sales playbooks, methodologies, coaching, and organizational learning.

⛳️ Requirements

• Proficient in both German and English.

• Over 7 years of experience in full-cycle enterprise software sales.

• More than 3 years of experience managing large global or multinational accounts.

• Proven track record of consistent quota attainment.

• Experience leading long, complex sales cycles involving multiple stakeholders.

• Strong understanding of legal and compliance markets, enterprise buying processes, and AI-enabled legal workflows.

• Familiarity with MEDDIC or a similar consultative sales methodology.

• Exceptional skills in executive communication, presentations, negotiation, CRM, analytics, and data-driven decision-making.

• Ability to document and scale effective sales processes and practices.

• Preferred experience in selling to law firms or in-house legal teams.

• Familiarity with Thomson Reuters or competing legal/compliance platforms is advantageous.

• Evidence of strategic account growth, thought leadership, or development of sales methodologies is preferred.

• An MBA or advanced degree is welcomed but not mandatory.

🏝️ Benefits

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

• Ongoing learning and skill enhancement through the Grow My Way program.

• Flexible vacation policy.

• Two company-wide Mental Health Days off.

• Access to the Headspace app for mindfulness and wellness.

• Retirement savings plan.

• Tuition reimbursement program.

• Employee incentive programs.

• Resources dedicated to mental, physical, and financial well-being.

• Two paid volunteer days off each year.

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

• A culture that promotes inclusivity, flexibility, and work-life balance.

• Reasonable accommodations provided for qualified individuals with disabilities and sincerely held religious beliefs.