Senior Sales Executive, Small Law (Detroit)
Thomson Reuters, Ann Arbor, MI, United States
The Senior Sales Executive in the Small Law Channel is responsible for retaining and growing the existing account base and acquiring new accounts within their area of responsibility. The territory consists primarily of an existing client base of approximately 800 accounts in 1‑10 attorney size firms. This position is field based, requiring excellent face‑to‑face, telephone, and writing skills. To be successful, you will draw on your high level of initiative and ability to apply strong business acumen to conduct a thorough needs analysis within your accounts. You will demonstrate credibility with all account stakeholders through your knowledge of Thomson Reuters products and services and your acquired knowledge of the legal industry.
About the Role
Network and partner with customers over the phone and in person to build confidence and develop win‑win solutions; proactively stay on top of additional sales opportunities while navigating through customer organizations, balancing frequency of contact with potential for new sales.
Effectively manage your territory by allocating appropriate time to prioritize goals, requirements, renewal opportunities, and sales opportunities.
Use interpersonal styles to consistently build trust and confidence with users, key contacts, managers, and executives at Thomson Reuters customer sites; communicate and interact effectively with internal team partners to achieve goals.
Exhibit a deep knowledge of Thomson Reuters products, the legal profession, and the legal publishing industry.
Attain sales and renewal targets and quotas on a monthly basis through in‑person visits and phone meetings.
Demonstrate the use of Small Law products to the customer.
Obtain and provide territory information regarding market intelligence and penetration.
Assist with customer‑related issues, including collections and complaints, to maintain good customer relations.
Complete weekly sales performance reports and all Salesforce.com reporting in a timely and accurate manner.
Attend sales meetings and conventions as required.
About You
5 years successful sales experience (both over the phone and field sales); legal industry preferred.
4‑year college degree or equivalent experience.
Software as a Service (SaaS) sales experience is a plus.
Working knowledge of sales concepts, methods, and techniques.
Ambitious self‑starter with high energy and motivation.
Excellent communication and closing skills.
Effective time‑management skills.
Ability to remain realistically positive in sales situations.
Able to work from home office and travel to customer locations as needed.
High level of competency with regard to internet, periodical, and internal prospecting.
Proficient database‑management skills.
Benefits
Flexibility & Work‑Life Balance:
Flex My Way policies support personal and professional responsibilities, including work from anywhere for up to 8 weeks per year.
Career Development and Growth:
Grow My Way programming and skills‑first approach to team growth in an AI‑enabled future.
Industry Competitive Benefits:
Comprehensive benefit plans including flexible vacation, two company‑wide mental‑health days off, Headspace app access, retirement savings, tuition reimbursement, and resources for mental, physical, and financial wellbeing.
Culture:
Global reputation for inclusion, belonging, flexibility, work‑life balance, and values such as “Obsess over our Customers” and “Act Fast / Learn Fast.”
Social Impact:
Two paid volunteer days off annually, pro‑bono consulting projects, and ESG initiatives.
Real‑World Impact:
Supporting customers in pursuing justice, truth, and transparency worldwide.
For any eligible U.S. locations, unless otherwise noted, the target total cash compensation range for this role is $189,000 USD – $351,000 USD.
Job posting will close 05/09/2026.
We are an Equal Opportunity Employer and provide 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.
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About the Role
Network and partner with customers over the phone and in person to build confidence and develop win‑win solutions; proactively stay on top of additional sales opportunities while navigating through customer organizations, balancing frequency of contact with potential for new sales.
Effectively manage your territory by allocating appropriate time to prioritize goals, requirements, renewal opportunities, and sales opportunities.
Use interpersonal styles to consistently build trust and confidence with users, key contacts, managers, and executives at Thomson Reuters customer sites; communicate and interact effectively with internal team partners to achieve goals.
Exhibit a deep knowledge of Thomson Reuters products, the legal profession, and the legal publishing industry.
Attain sales and renewal targets and quotas on a monthly basis through in‑person visits and phone meetings.
Demonstrate the use of Small Law products to the customer.
Obtain and provide territory information regarding market intelligence and penetration.
Assist with customer‑related issues, including collections and complaints, to maintain good customer relations.
Complete weekly sales performance reports and all Salesforce.com reporting in a timely and accurate manner.
Attend sales meetings and conventions as required.
About You
5 years successful sales experience (both over the phone and field sales); legal industry preferred.
4‑year college degree or equivalent experience.
Software as a Service (SaaS) sales experience is a plus.
Working knowledge of sales concepts, methods, and techniques.
Ambitious self‑starter with high energy and motivation.
Excellent communication and closing skills.
Effective time‑management skills.
Ability to remain realistically positive in sales situations.
Able to work from home office and travel to customer locations as needed.
High level of competency with regard to internet, periodical, and internal prospecting.
Proficient database‑management skills.
Benefits
Flexibility & Work‑Life Balance:
Flex My Way policies support personal and professional responsibilities, including work from anywhere for up to 8 weeks per year.
Career Development and Growth:
Grow My Way programming and skills‑first approach to team growth in an AI‑enabled future.
Industry Competitive Benefits:
Comprehensive benefit plans including flexible vacation, two company‑wide mental‑health days off, Headspace app access, retirement savings, tuition reimbursement, and resources for mental, physical, and financial wellbeing.
Culture:
Global reputation for inclusion, belonging, flexibility, work‑life balance, and values such as “Obsess over our Customers” and “Act Fast / Learn Fast.”
Social Impact:
Two paid volunteer days off annually, pro‑bono consulting projects, and ESG initiatives.
Real‑World Impact:
Supporting customers in pursuing justice, truth, and transparency worldwide.
For any eligible U.S. locations, unless otherwise noted, the target total cash compensation range for this role is $189,000 USD – $351,000 USD.
Job posting will close 05/09/2026.
We are an Equal Opportunity Employer and provide 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.
#J-18808-Ljbffr