Senior Sales Executive, Transactional Practices

This is a fully remote position, open to applicants in District of Columbia, +5 more states.

📋 Description

• Propel the growth of Thomson Reuters' AI-driven legal technology portfolio.

• Enhance connections with transactional attorneys at major law firms.

• Manage complete enterprise sales cycles with Global Large Law Firm clients.

• Concentrate on debt financing, M&A, and capital markets transactional practices.

• Execute prospecting, discovery, value mapping, business case development, stakeholder multi-threading, negotiation, and closing.

• Sustain a disciplined pipeline through targeted outbound efforts, practice group mapping, and account-based campaigns.

• Ensure CRM accuracy, precise forecasting, and consistent MEDDICC or comparable qualification methods.

• Develop the transactional segment via territory strategy, repeatable sales motions, messaging, and a sustainable pipeline.

• Collaborate with Practice Group Leaders, Corporate/M&A Partners, deal team leaders, Innovation/Legal Ops Directors, and firm leadership.

• Provide customized demos and ROI-driven narratives.

• Implement structured opportunity plans with validated needs, aligned success criteria, and mutual closing plans.

• Achieve product fluency across CoCounsel, HighQ, Noetica, and related solutions.

• Convert product capabilities into adoption plans, time savings, risk mitigation, and measurable ROI.

• Coordinate SEs, BDRs, marketing, enablement, legal, and leadership resources.

• Increase adoption through direct sales and practice group extension initiatives.

• Relay field insights and influence segment positioning, product, and enablement priorities.

⛳️ Requirements

• Minimum of 4 years' experience in successful B2B software/SaaS sales with large law firms, particularly in transactional practices, legal technology, or professional services technology solutions.

• Consistent achievement of quotas with a robust history of meeting or surpassing monthly, quarterly, and annual new business objectives.

• Established capability to cultivate long-term professional relationships with senior stakeholders in law firms.

• Ability to gain trust and maintain a genuine curiosity regarding attorney workflows and firm challenges.

• Proficiency in clarifying ambiguous situations, devising creative solutions, and executing tasks independently.

• Proven track record of aligning internal teams and external buying committees around a collective vision and shared path to value.

• Familiarity with contemporary sales methodologies such as MEDDICC, Challenger Sales, and Solutions Selling.

• Experience with mutual action plans and value-based selling.

• Drive to innovate and navigate ambiguity in a change-averse industry.

• Willingness to seek constructive feedback, learn swiftly, and explore new methodologies.

• Ability to translate product capabilities into attorney outcomes within diligence and transaction-intensive environments.

🏝️ Benefits

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

• 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.

• Opportunities for pro-bono consulting projects.

• Involvement in ESG initiatives.

• Comprehensive health, dental, vision, disability, and life insurance plans.

• 401(k) plan with company matching contributions.

• Paid time off for sick leave and safety.

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

• Parental leave benefits.

• Sabbatical leave options.

• Optional hospital, accident, and sickness insurance.

• Optional life and AD&D insurance coverage.

• Access to Flexible Spending and Health Savings Accounts.

• Fitness reimbursement program.

• Employee Assistance Program available.

• Group Legal Identity Theft Protection benefit.

• Access to 529 Plan.

• Commuter benefits offered.

• Assistance with Adoption & Surrogacy.

• Employee Stock Purchase Plan available.