Senior Manager, GTM Strategy & Execution

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

📋 Description

• Establish ideal customer profiles for CoCounsel Legal, New-to-Online Business, and Partnerships growth sectors.

• Develop targeting criteria and persona frameworks for Mid Law firms and their respective practice areas.

• Identify and prioritize High Value Growth accounts while mapping buying committees.

• Keep abreast of current intelligence regarding Mid Law's adoption of AI, research workflows, and legal technology.

• Collaborate with sales executives to formulate account plans for high-value Mid Law firms.

• Sequence engagement across buying committees through collaborations with Account Executives.

• Contribute to deal reviews, Quarterly Business Reviews (QBRs), and account strategy sessions.

• Work alongside marketing to drive demand, content, event, and webinar initiatives for prioritized accounts.

• Facilitate connections between the field and product marketing as well as content teams.

• Track intent signals, market trends, and account engagement data.

• Design and conduct tests to validate firm profiles, practice areas, and use cases.

• Develop dashboards and reports to assess pipeline influence, win rates, deal velocity, and product/practice-area coverage.

• Continuously enhance strategy, tactics, and resource allocation based on data analysis.

⛳️ Requirements

• A minimum of 7 years in go-to-market strategy, sales strategy, account management, or a revenue-facing role.

• Proven success in converting market and deal data into targeting and account plans that influence pipeline and revenue.

• Capability to define ideal customer profiles, establish targeting criteria, and map buying committees.

• Strong analytical abilities with a knack for interpreting deal data and market signals.

• Experience with deal reviews, QBRs, and strategic account planning.

• Proficient in using Salesforce, Gong Engage, and LinkedIn Sales Navigator or similar tools.

• Proven ability to formulate hypotheses, test them, and make iterative improvements.

• Exceptional written and verbal communication skills.

• Preferred: Familiarity with legal technology and the dynamics of Mid Law purchasing.

• Preferred: Experience in selling or developing go-to-market strategies for law firms, especially Mid Law firms.

• Preferred: Exposure to Thomson Reuters products or competitive and reseller platforms.

🏝️ Benefits

• Flexible work arrangements, allowing 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 plan.

• Tuition reimbursement opportunities.

• Employee incentive programs.

• Resources dedicated to mental, physical, and financial wellbeing.

• Two paid volunteer days off each year.

• Opportunities for pro-bono consulting projects and ESG initiatives.

• Comprehensive health insurance.

• Dental insurance coverage.

• Vision insurance options.

• Disability insurance benefits.

• Life insurance policies.

• Competitive 401(k) plan with company matching.

• Paid time off policy.

• Paid holidays observed.

• Parental leave provisions.

• Sabbatical leave opportunities.

• Optional hospital, accident, and sickness insurance.

• Optional life and Accidental Death & Dismemberment (AD&D) insurance.

• Flexible Spending Accounts available.

• Health Savings Accounts offered.

• Fitness reimbursement benefits.

• Employee Assistance Program in place.

• Group Legal Identity Theft Protection services.

• 529 Plan options available.

• Commuter benefits provided.

• Adoption and Surrogacy Assistance offered.

• Employee Stock Purchase Plan available.

• Eligibility for annual bonuses based on enterprise and individual performance.