Account Executive, CoCounsel Legal

Job Description

This account manager position leads the migration of existing Thomson Reuters Corporate SMB customers to CoCounsel, working a defined list of assigned target accounts from first conversation through completed migration. You will be expected to meet/exceed migration and customer engagement activity targets (emphasis on account outreach, discovery conversations, and migration progression) as established.

This position supports the efforts of the SMB Corporates organization within Thomson Reuters Legal by accelerating CoCounsel adoption across our existing customer base. This role requires a seasoned, consultative seller who can quickly diagnose each customer's current workflows, articulate the value of CoCounsel, overcome resistance to change, and guide accounts through a smooth upsell transition.

Key Responsibilities

In this opportunity as a CoCounsel Account Manager, you will:

• Achieve and exceed monthly and annual migration quotas, measuring accounts migrated within set KPI’s and sales processes
• Proactively engage decision-makers and end users at assigned accounts using outbound calls, emails, and LinkedIn Sales Navigator to schedule discovery and migration conversations
• Gather and log all call information, migration orders, and account activity within Salesforce, Thomson Reuters CRM system, correctly and accurately, ensuring migration status and stage are tracked for every target account
• Develop and deliver accurate migration forecasts and account-level progress reporting against the target list
• Identify and escalate migration risks (contract and renewal timing, technical or adoption blockers) and build account-specific plans to resolve them
• Assume other responsibilities as required or requested by Sales Management
• Own a defined list of existing Corporate SMB target accounts and drive each account from initial outreach through completed transition to CoCounsel

Relationship Management

• Serve as the trusted advisor for each assigned account through the migration, using consultative discovery to map current workflows to CoCounsel capabilities and demonstrate clear value
• Work with organizations (Customer Success, Onboarding and Training, Product Specialists, Order Fulfillment, Customer Service, etc.) throughout Thomson Reuters to ensure migrations are executed efficiently and accurately and customer issues are resolved in a timely manner
• Actively contribute to and works responsibly in a team environment, including collaborating with Account Managers and key stakeholders who own the broader customer relationship
• Capture customer feedback, objections, and competitive insights from conversations and share them to refine playbooks and product strategy
• Maintain expert knowledge of CoCounsel and the legacy products being migrated, along with migration programs and incentives within the sales division
• Actively participate in meetings, training sessions and individual professional development and skill building
  

Required Qualifications

You’re a fit for the Account Manager if your background includes:

• Minimum of 4 years of B2B sales experience with a consistent record of quota attainment, ideally including customer conversions, incremental sales, renewals, or technology transitions
• College Degree in business, sales or related field strongly preferred
• Proven ability to manage a defined book of accounts and drive change with existing customers; outbound outreach experience required
• Experience selling AI, SaaS, or legal technology solutions strongly preferred
• Strong organizational and time management skills coupled with the ability to embrace change
• Pipeline management skills in the CRM environment required – Salesforce.com experience strongly preferred
• Proficient in Microsoft Office applications; including ability to demonstrate online products using web-based tools (Microsoft Teams, Zoom, WebEx, etc.)
• Excellent verbal and written communication skills
• Ability to negotiate migration terms, pricing, and timelines with customers within set parameters
• Demonstrated knowledge of proper telephone etiquette and professional attitude and integrity
• Legal industry knowledge or experience, particularly with corporate legal departments, strongly preferred
• Ability to manage multiple concurrent migrations and prioritize effectively across the assigned target list

Preferred Qualifications

• N/A

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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.

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.

We also make reasonable accommodations for qualified individuals with disabilities and for sincerely held religious beliefs in accordance with applicable law. More information on requesting an accommodation here.

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