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About the Role

The MLF High Value Account Rep will manage a portfolio of high-value, high-growth Mid Law firms (50+ attorneys), leading consultative, business-first engagements to drive significant impact. This individual contributor role involves challenging customer thinking with insights, quantifying outcomes with ROI, and utilizing modern technology like Gong. Success depends on disciplined SFDC compliance, data-driven planning, and building multi-threaded executive relationships to accelerate expansion and long-term value. This strategic position is for someone who can effectively communicate the transformative power of AI in legal practice to Managing Partners and C-suite stakeholders and convert that vision into signed business.

Responsibilities

Identify the best channel for engagement with customers, defaulting to virtual for the majority of deals where value is insufficient to warrant travel.
Develop and execute territory growth strategies across a portfolio of strategic Mid Law accounts.
Prospect new customers, lead consultative discovery, and deliver compelling product demos (including AI-powered solutions like Westlaw, Practical Law, and CoCounsel).
Validate needs, shape product plans, and drive deals to close independently and with minimal hand-holding.
Focus on new logo acquisition and mid-contract upsell/cross-sell opportunities and renewals.
Build and manage multi-threaded relationships with partners, C-suite executives, and other key decision-makers within firms.
Possess strong working knowledge across our AI and legal research product suite, with the credibility to speak knowledgeably about how these tools drive efficiency, accuracy, and competitive advantage for law firms.
Engage Sales Specialists where deep product expertise is required to drive to close.
Utilize an automated and insight-driven Salesforce workflow to progress deals.
Nurture opportunities and move more complex sales to close, i.e., new logo sales and existing 'non-named' account incremental sales.
Understand the specific business drivers, competitive pressures, and technology adoption trends shaping Mid Law firms today, and use that intelligence to position AI solutions as a strategic differentiator for clients.

Requirements

Minimum 5 years of successful enterprise software sales experience in a consultative, C-suite-level selling environment.
Experience selling legal tech or SaaS/AI products strongly preferred.
Demonstrated success managing full, complex sales cycles end-to-end—from prospecting and discovery through demo, negotiation, and close.
Working knowledge of West products, experience selling into large law firm accounts, and strong knowledge and background in the legal profession and/or legal publishing industry required.
Comfort and credibility discussing AI-driven legal solutions with sophisticated buyers, including the ability to translate technical capability into clear business ROI.
4-year college degree, or equivalent experience.
Ambitious self-starter with high energy, intellectual curiosity, and a track record of exceeding quota.
Excellent consultative communication, negotiation, and closing skills, with the ability to challenge and reframe customer thinking.
Effective time management skills and the discipline to maintain rigorous CRM hygiene (Salesforce) and pipeline forecasting accuracy.
Experience or familiarity with sales enablement tools such as Gong a plus.
Able to work from a home office and travel to customer locations as needed.
Proficient in MS Office products and general database management.
High level of competency with internet, periodical, and internal prospecting tools to identify and qualify new opportunities.

Skills

AI-powered solutions
Westlaw
Practical Law
CoCounsel
Salesforce
Gong
MS Office products
internet prospecting tools
periodical prospecting tools
internal prospecting tools

Location

home office
customer locations

Work Type

virtual
work from anywhere for up to 8 weeks per year

Experience Level

Minimum 5 years of successful enterprise software sales experience

Education Level

4-year college degree, or equivalent experience

Salary/Compensations

$189,000 USD - $351,000 USD

Benefits

Flex My Way policies
flexible work arrangements
work from anywhere for up to 8 weeks per year
continuous learning and skill development
Grow My Way programming
flexible vacation
two company-wide Mental Health Days off
access to the Headspace app
retirement savings
tuition reimbursement
employee incentive programs
resources for mental, physical, and financial wellbeing
two paid volunteer days off annually
market competitive health, dental, vision, disability, and life insurance programs
competitive 401k plan with company match
competitive vacation, sick and safe paid time off
paid holidays
parental leave
sabbatical leave
optional hospital, accident and sickness insurance
optional life and AD&D insurance
Flexible Spending and Health Savings Accounts
fitness reimbursement
access to Employee Assistance Program
Group Legal Identity Theft Protection benefit
access to 529 Plan
commuter benefits
Adoption & Surrogacy Assistance
access to Employee Stock Purchase Plan

About the Company

Thomson Reuters informs the way forward by bringing together the trusted content and technology that people and organizations need to make the right decisions.
We serve professionals across legal, tax, accounting, compliance, government, and media.
Our products combine highly specialized software and insights to empower professionals with the data, intelligence, and solutions needed to make informed decisions, and to help institutions in their pursuit of justice, truth, and transparency.
Reuters, part of Thomson Reuters, is a world leading provider of trusted journalism and news.
We are powered by the talents of 26,000 employees across more than 70 countries, where everyone has a chance to contribute and grow professionally in flexible work environments.
At a time when objectivity, accuracy, fairness, and transparency are under attack, we consider it our duty to pursue them.
Join us and help shape the industries that move society forward.
We are one of the few companies globally that helps its customers pursue justice, truth, and transparency.
Together, with the professionals and institutions we serve, we help uphold the rule of law, turn the wheels of commerce, catch bad actors, report the facts, and provide trusted, unbiased information to people all over the world.

Equal Opportunity

As a global business, we rely on the unique backgrounds, perspectives, and experiences of all employees to deliver on our business goals.
To ensure we can do that, we seek talented, qualified employees in all our operations around the world regardless of race, color, sex/gender, including pregnancy, gender identity and expression, national origin, religion, sexual orientation, disability, age, marital status, citizen status, veteran status, or any other protected classification under applicable law.
Thomson Reuters is proud to be an Equal Employment Opportunity Employer providing a drug-free workplace.
We also make reasonable accommodations for qualified individuals with disabilities and for sincerely held religious beliefs in accordance with applicable law.