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About the Role

We are seeking an experienced and results-driven Senior Business Development Manager to drive growth across Thomson Reuters' Legal Solutions portfolio, including legal research, AI-powered solutions, legal know-how, workflow automation, and legal operations platforms. As a key member of the Japan Legal team, you will be responsible for generating new business opportunities, expanding strategic customer relationships, and accelerating the adoption of innovative legal and AI solutions within enterprise corporate accounts. You will partner with Chief Legal Officers, General Counsel, Legal Operations leaders, Compliance professionals, IP teams, and business stakeholders to address complex legal and operational challenges. Through consultative engagement and strategic account development, you will help customers transform the way legal work is performed and deliver measurable business outcomes. You will work closely with Product, Marketing, Customer Success, Solution Consulting, and regional leadership teams to develop and execute sales strategies that support customer success and business growth.

Responsibilities

Develop deep expertise across Thomson Reuters' Legal Solutions portfolio, including Westlaw Japan, CoCounsel, Practical Law, Legal Tracker, HighQ, and future legal technology offerings.
Build a strong understanding of enterprise corporate customer priorities, legal department challenges, compliance requirements, and business transformation initiatives.
Identify opportunities to address customer needs through integrated legal, AI, workflow, and legal operations solutions.
Generate qualified pipeline through proactive business development activities, including account-based prospecting, executive engagement, customer referrals, events, webinars, and strategic marketing programs.
Lead complex sales opportunities throughout the entire sales cycle, from prospecting and discovery through proposal development, commercial negotiations, and close.
Drive new customer acquisition while expanding existing customer relationships through cross-sell, upsell, and multi-solution adoption strategies.
Build trusted relationships with senior decision-makers and position Thomson Reuters as a strategic partner in legal transformation.
Collaborate with Solution Consultants, Customer Success Managers, Product teams, and Marketing to develop customer-specific strategies and maximize business impact.
Share best practices, market insights, customer feedback, and competitive intelligence across the broader sales organization.
Contribute to territory and account planning activities to support long-term revenue growth.
Support customer retention and renewal strategies when required.
Facilitate customer workshops, product demonstrations, proof-of-concept engagements, and AI adoption discussions.
Position AI-enabled legal solutions to help customers improve productivity, mitigate risk, enhance compliance, and increase operational efficiency.
Maintain accurate pipeline management, forecasting, and CRM discipline to support predictable business performance.
Consistently achieve or exceed assigned revenue, pipeline generation, and strategic account growth targets.

Requirements

7+ years of successful enterprise sales experience in software, SaaS, information services, technology, legal technology, or professional solutions.
Proven track record of acquiring new customers and growing complex enterprise accounts.
Experience engaging senior business stakeholders and executive decision-makers.
Experience managing complex, multi-stakeholder sales opportunities with long sales cycles.

Skills

Selling AI
Workflow automation
SaaS
Legal technology
Digital transformation solutions
Understanding of corporate legal departments
Legal operations
Compliance
Governance
Risk management functions
Working in matrix organizations
Global business environments
Strong interest in emerging technologies
Future transformation of legal services

Location

Japan

Work Type

Hybrid Work Model
Flexible work arrangements
Work from anywhere for up to 8 weeks per year

Experience Level

Senior

Benefits

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

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.
As a global business, we rely on the unique backgrounds, perspectives, and experiences of all employees to deliver on our business goals.

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.