Senior Sales Executive, HVA Growth - MLF

MLF High Value Account Representative

The MLF High Value Account Rep will have a portfolio of high-value, high-growth Mid Law firms (50+ attorneys) and lead consultative, business-first engagements that set a higher bar for impact. This individual contributor will challenge customer thinking through insight-led conversations, quantify outcomes with ROI storytelling, and leverage modern technology like Gong to win. Success requires disciplined SFDC compliance, data-driven planning, and multi-threaded executive relationships that accelerate expansion and long-term value. This is a strategic seat for someone who can speak fluently to Managing Partners and C-suite stakeholders about how AI is transforming legal practice—and who can turn that vision into signed business. This role is pivotal to close out 2026 and continue momentum into 2027 and beyond.

About the Role

In this opportunity as a Senior Sales Executive, HVA Growth, responsibilities will include:

• Driving Results: 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
• Owning the Full Sales Cycle: Prospect new customers, lead consultative discovery, 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
• Relationship Management: 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
• Product Proposition: 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
• Reporting: Utilize an automated and insight-driven Salesforce workflow to progress deals; KPIs include nurturing opportunities and moving more complex sales to close, i.e., new logo sales and existing 'non-named' account incremental sales
• Client & Market Intelligence: 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

About You

You're a fit for the role of Senior Sales Executive, HVA Growth if your background includes:

• 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

What's in it For You?

• Flexibility & Work-Life Balance: Flex My Way is a set of supportive workplace policies designed to help manage personal and professional responsibilities, whether caring for family, giving back to the community, or finding time to refresh and reset. This builds upon our flexible work arrangements, including work from anywhere for up to 8 weeks per year, empowering employees to achieve a better work-life balance.
• Career Development and Growth: By fostering a culture of continuous learning and skill development, we prepare our talent to tackle tomorrow's challenges and deliver real-world solutions. Our Grow My Way programming and skills-first approach ensures you have the tools and knowledge to grow, lead, and thrive in an AI-enabled future.
• Industry Competitive Benefits: We offer comprehensive benefit plans to include flexible vacation, two company-wide Mental Health Days off, access to the Headspace app, retirement savings, tuition reimbursement, employee incentive programs, and resources for mental, physical, and financial wellbeing.
• Culture: Globally recognized, award-winning reputation for inclusion and belonging, flexibility, work-life balance, and more. We live by our values: Obsess over our Customers, Compete to Win, Challenge (Y)our Thinking, Act Fast / Learn Fast, and Stronger Together.
• Social Impact: Make an impact in your community with our Social Impact Institute. We offer employees two paid volunteer days off annually and opportunities to get involved with pro-bono consulting projects and Environmental, Social, and Governance (ESG) initiatives.
• Making a Real-World Impact: 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.

In the United States, Thomson Reuters offers a comprehensive benefits package to our employees. Our benefit package includes market competitive health, dental, vision, disability, and life insurance programs, as well as a competitive 401k plan with company match. In addition, Thomson Reuters offers market leading work life benefits with competitive vacation, sick and safe paid time off, paid holidays (including two company mental health days off), parental leave, sabbatical leave. These benefits meet or exceeds the requirements of paid time off in accordance with any applicable state or municipal laws. Finally, Thomson Reuters offers the following additional benefits: optional hospital, accident and sickness insurance paid 100% by the employee; optional life and AD&D insurance paid 100% by the employee; Flexible Spending and Health Savings Accounts; fitness reimbursement; access to Employee Assistance Program; Group Legal Identity Theft Protection benefit paid 100% by employee; access to 529 Plan; commuter benefits; Adoption & Surrogacy Assistance; Tuition Reimbursement; and access to Employee Stock Purchase Plan. Thomson Reuters complies with local laws that require upfront disclosure of the expected pay range for a position. The target total cash compensation range varies across locations.

About Us

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. Sound exciting? Join us and help shape the industries that move society forward.

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.

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