[Hiring] Account Executive, Risk @Thomson Reuters

Role Description

This position is responsible for developing account plans for new and/or existing accounts. Prospects new customers and new business at existing customers and close full solution sales to corporate customers.

Location: remote based role, territory includes MN, WI, IA, SD, ND, NE, KS

Products: Risk/Fraud solutions

About the Role:

• Prospecting: Actively seek out new business opportunities with both new and existing customers to build a strong sales pipeline. Keep your sales pipeline clean and up to date, aiming for 3-4 times coverage of your sales targets on a monthly and quarterly basis.
• Account Management: Handle a list of major accounts (companies with revenues of $500M+), leading the entire sales process through account planning, to include initial contact, account planning, deal closing to renewal.
• Sales Goals: Meet or exceed your revenue targets.
• Cross-functional Collaboration: Work closely with other teams within the organization to tailor our solutions to address the customer needs.
• Relationship Building: Establish and maintain strong relationships with key decision-makers and stakeholders, understanding their challenges and demonstrating how our solutions can address them.
• Salesforce Maintenance: Regularly update our CRM system (salesforce.com) to maintain accurate records of your sales activities and to provide reliable sales forecasts. Engage in direct client meetings either in person or via platforms like MS Teams.

Qualifications

• Proven ability to sell complex software solutions to large enterprises (revenues of $500M+), using a consultative and value-based approach.
• Must be a self-starter comfortable with ambiguity and possess a growth mindset, capable of managing change effectively.
• Experience selling to C-level executives applying a solution selling approach and the ability to identify business challenges and impact to their business if they don’t solve their challenges.
• Skilled in leading detailed sales processes involving various stakeholders.
• Strong commitment to the company's mission, with a deep understanding of artificial intelligence and its applications in enhancing legal department operations.
• Enthusiastic about prospecting and able to manage the entire sales cycle independently from initiation to closure.
• Ability to work well with teams across different departments (such as marketing, product, and legal) to achieve shared objectives.
• Eager to help refine sales strategies, enhance the sales team culture, improve the company’s value proposition, and develop sales tools to boost overall success.
• College degree preferred with a minimum of 5 years direct field sales experience (sales experience in the corporate sector preferred) with proven, exemplary track record of sales quota over achievement.
• Ability to develop and execute an account plan.
• Able to work from home office and travel to customer locations. 25-50% travel required.

Benefits

• Flexibility & Work-Life Balance: Flex My Way is a set of supportive workplace policies designed to help manage personal and professional responsibilities, including work from anywhere for up to 8 weeks per year.
• Career Development and Growth: Fostering a culture of continuous learning and skill development to prepare talent for future challenges.
• Industry Competitive Benefits: Comprehensive benefit plans including flexible vacation, mental health days, retirement savings, tuition reimbursement, and wellness resources.
• Culture: Award-winning reputation for inclusion and belonging, flexibility, and work-life balance.
• Social Impact: Opportunities for community involvement with paid volunteer days and pro-bono consulting projects.
• Making a Real-World Impact: Helping customers pursue justice, truth, and transparency.
• Comprehensive Benefits Package: Includes health, dental, vision, disability, life insurance, 401k plan, and various additional benefits.