[Hiring] Senior Enterprise Account Executive @Thomson Reuters

Role Description

Thomson Reuters is hiring a Senior Enterprise Account Executive to partner with corporate legal departments, general counsel offices, and compliance teams across the UK and Europe, helping them navigate this change with AI-powered legal technology that delivers measurable impact.

This is a commercially driven role. The ideal candidate can engage senior leaders such as General Counsel, Chief Compliance Officers, and CFOs, combine consultative selling with urgency and accountability, and act as a trusted advisor. They will own the full enterprise sales cycle, from territory strategy and prospecting through multi-stakeholder negotiations to closing and expanding accounts.

Target Customer Profile

• Fortune 500 / FTSE 100 organisations
• GCO, Legal and Compliance functions
• Territory revenue: $5M+
• Buying committees of 5-8+ stakeholders and 3+ month sales cycles

Key Responsibilities

• Enterprise Sales Execution & Pipeline Management:
  • Own the full sales cycle across lead generation, discovery, solution development, negotiation, close, and onboarding.
  • Execute territory strategy, maintain at least 3:1 pipeline coverage, and progress complex multi-stakeholder deals through procurement, legal, security, and executive approvals.
  • Deliver forecasts within ±10% accuracy and achieve quota attainment with 30%+ win rates on pursued opportunities.
• Territory & Strategic Account Planning:
  • Prioritise target accounts using territory analysis and build strategic plans covering stakeholders, competition, expansion opportunities, and multi-year revenue.
  • Develop trusted relationships with General Counsel, Chief Compliance Officers, CFOs, CTOs, and other decision-makers.
  • Lead quarterly business reviews and document repeatable practices that strengthen the wider sales organisation.
• Revenue Growth & Account Expansion:
  • Grow revenue through new logos, upsell/cross-sell, retention, and renewals.
  • Position the Thomson Reuters Legal and Compliance portfolio—including CoCounsel Legal, Practical Law, Westlaw, HighQ, and Legal Tracker—against specific customer outcomes.
  • Manage customer acquisition, lifetime value, and expansion metrics.
• Complex Stakeholder Management & Solution Selling:
  • Lead executive presentations and articulate clear value propositions linked to customer objectives, regulatory needs, and operational challenges.
  • Align legal, IT, procurement, security, and finance stakeholders; address competitive positioning and build consensus.
  • Ensure a seamless handoff to Professional Services and Customer Success to support onboarding and value realisation.
• Cross-Functional Collaboration & Sales Organization Development:
  • Partner with Sales Engineering, Solution Consulting, Professional Services, Marketing, Partner & Alliances to shape solutions, targeting, and campaigns.
  • Bring customer and market insight to Product, Marketing, and Leadership; act as the internal voice of the customer.
  • Contribute to sales playbooks, methodology, coaching, and organisational learning.

Qualifications

• German and English Speaking
• 7+ years of full-cycle enterprise software sales, including 3+ years managing large global / multinational accounts.
• Consistent quota attainment and experience leading long, complex, multi-stakeholder sales cycles.
• Strong knowledge of legal and compliance markets, enterprise buying processes, and AI-enabled legal workflows.
• Proficiency in MEDDIC or an equivalent consultative sales methodology.
• Excellent executive communication, presentation, negotiation, CRM, analytics, and data-driven decision-making skills.
• Ability to document and scale effective sales processes and practices.

Preferred Qualifications

• Experience selling to law firms or in-house legal teams, ideally within legal technology.
• Familiarity with Thomson Reuters or competing legal/compliance platforms.
• Evidence of strategic-account growth, thought leadership, or sales-methodology development.
• MBA or advanced degree welcomed but not required; experience takes priority.

Key Performance Indicators & Success Measures

• Annual quota attainment; 30%+ win rate; minimum 3:1 pipeline coverage; forecast accuracy within ±10%.
• Revenue mix of 50-60% new business and 40-50% expansion.
• 90%+ strategic account retention, customer satisfaction at or above company targets, and increasing average deal value.
• Effective management of multiple named strategic accounts.

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: Continuous learning and skill development through Grow My Way programming.
• 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 paid volunteer days and involvement in pro-bono consulting projects.
• Making a Real-World Impact: Helping customers pursue justice, truth, and transparency.