Sales Executive – Corporate
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Job Description
Sales Executive developing corporate sales for Thomson Reuters’ Westlaw, Practical Law, and legal workflow solutions. Managing prospecting, quotas, pipelines, and customer relationships across New England.
Responsibilities:
- Develop new business sales of Westlaw, Practical Law, and other legal solution and workflow tools
- Sell to prospective in-house legal, intellectual property, and compliance departments of corporations
- Meet or exceed new sales quotas
- Demonstrate, sell, and build pipeline across the product portfolio
- Conduct face-to-face appointments and meetings, including 8 new-customer meetings per week
- Meet and exceed monthly quota expectations
- Maintain a pipeline of at least 3x quota
- Develop and leverage peer and team networks
- Update, maintain, and manage Salesforce.com consistently
- Understand opportunities within the assigned territory and execute a sales plan
- Drive legal solutions sales to new customers
- Build relationships with prospective customers
- Facilitate transactional sales and navigate long, complex software and solutions sales cycles
- Forecast sales with 95% accuracy
- Collaborate and communicate regularly within the team and across the organization
- Travel to customer locations
Requirements:
- Candidate must reside in the New England territory
- Minimum of 4-5 years direct field sales experience, preferably in the corporate sector, with exemplary track record of sales quota overachievement
- 4-year college degree required
- JD or MBA preferred
- Able to work from home office and travel to customer locations
- Competency and established experience using salesforce.com
- Minimum of 50% travel per month
- Passion for sales, customer service, and the legal industry
- New business mining, deep and constant prospecting, cold/warm calling, sales pitch, and business development skills
- Sales planning and assigned-territory growth execution
- Knowledge of the legal industry and ability to build trust with prospective customers
- Consultative selling skills and ability to navigate complex software and solutions sales cycles
- Ability to listen and ask probing questions to uncover customer needs
- Strong understanding of customers’ business
- Effective sales presentation skills
- Ability to forecast with 95% accuracy
- Ability to collaborate and communicate across the organization
- Ability to build relationships and influence all organizational levels, including senior management and C-Suite
Benefits:
- Flexible work arrangements, including work from anywhere for up to 8 weeks per year
- Flexible vacation
- Two company-wide Mental Health Days off
- Headspace app access
- Retirement savings
- 401k plan with company match
- Tuition reimbursement
- Employee incentive programs
- Mental, physical, and financial wellbeing resources
- Two paid volunteer days off annually
- Pro-bono consulting project opportunities
- Environmental, Social, and Governance (ESG) initiatives
- Health, dental, vision, disability, and life insurance programs
- Paid time off, paid holidays, parental leave, and sabbatical leave
- Optional hospital, accident and sickness insurance
- Optional life and AD&D insurance
- Flexible Spending and Health Savings Accounts
- Fitness reimbursement
- Employee Assistance Program
- Group Legal Identity Theft Protection
- 529 Plan access
- Commuter benefits
- Adoption & Surrogacy Assistance
- Employee Stock Purchase Plan
- Flexible and supportive benefits and wellbeing programs
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