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About the Role
This pivotal growth role is responsible for driving the expansion of CoCounsel across small law firms in England & Wales. The role owns both retention of the existing small law customer base and new logo acquisition, ensuring CoCounsel becomes the trusted AI assistant of choice for smaller practices looking to compete more effectively against larger, better-resourced firms. CoCounsel is designed to help level the playing field for smaller firms by automating core legal tasks like document analysis, research, and drafting. Success depends on high-velocity, high-volume sales motions, requiring slick pipeline management, rapid deal conversion, and seamless digital onboarding, all closely coordinated with Marketing.
Responsibilities
- Own and deliver the sales target for CoCounsel across the small law segment in England & Wales.
- Build and manage a high-velocity sales pipeline, balancing a large volume of opportunities with efficient qualification and conversion.
- Drive new business acquisition while protecting and growing the existing footprint.
- Proactively manage the renewal book for existing CoCounsel small law customers, identifying churn risk early and building retention plays.
- Identify upsell and cross-sell opportunities within the existing base.
- Use usage and engagement data to prioritise at-risk accounts and drive proactive intervention.
- Work in lockstep with Marketing to align campaign timing, messaging, and lead generation with sales capacity and targets.
- Feed market and customer insight back to Marketing to continually refine positioning.
- Ensure a smooth, closed-loop lead management process from marketing-qualified lead through to closed-won and onboarded customer.
- Champion a digital-first, scalable onboarding experience that gets small firms live and confident with CoCounsel quickly.
- Oversee or coordinate lightweight, self-serve and digitally delivered training resources.
- Work with Customer Success/Support functions to ensure onboarding friction is minimised and adoption is tracked as a leading indicator of retention.
- Maintain accurate and disciplined pipeline data and forecasting within the CRM.
- Apply consultative, solution-based selling within a fast-paced, high-transaction environment.
- Collaborate cross-functionally with Product, Customer Success, Legal, and Finance/Credit teams to ensure smooth deal execution and account handling.
Requirements
- High-velocity B2B sales experience: Significant experience in high-volume, transactional B2B sales, including time in a senior, team lead or management role.
- Owning a segment or territory target: A proven record of delivering against both new business for a whole segment, territory or team, not just a personal quota.
- Sales leadership and coaching: Experience leading, coaching or developing sales staff, including setting activity standards, running pipeline reviews and improving individual performance.
- Pipeline and forecasting expertise: Advanced use of Salesforce or a similar CRM, producing accurate forecasts, keeping data clean, attributing credit properly and managing against volume-based KPIs.
- Data-driven decision-making: Using funnel metrics and customer usage and engagement data to set priorities, spot churn risk and step in early.
- Retention strategy: Experience managing a renewal book, designing plans to keep at-risk customers, reducing churn and growing existing accounts through upsell and cross-sell.
- Marketing partnership: Experience working closely with Marketing on demand generation, campaign-led selling and a closed-loop process for tracking leads.
- Process design: Ability to build repeatable, scalable sales processes suited to short-cycle, high-transaction selling.
- Stakeholder management: Working effectively with Product, Customer Success, Legal and Finance/Credit teams.
- Communication and influence: Presenting performance, forecasts and market insight clearly to senior leadership and influencing decisions across teams.
- Eligible to work in the UK.
Skills
- Salesforce
- Sales methodology (e.g. SPIN, MEDDIC, Challenger)
- Call-coaching tools (e.g. Gong)
- Outreach
- Salesloft
- LinkedIn Sales Navigator
- Gainsight
- Tableau
- Power BI
Location
- England & Wales
Work Type
- Hybrid
- Work from anywhere for up to 8 weeks per year
Experience Level
- Senior
- Team Lead
- Management
Education Level
- Degree in business, law or a related subject, or equivalent commercial experience
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.