Job Description

As an Account Specialist, you will support the growth and retention of Thomson Reuters' corporate customer portfolio. You will partner closely with Account Executives and Account Managers to manage renewals, identify upsell and cross-sell opportunities, and strengthen relationships across a high-volume book of business.

You will engage with existing customers through effective virtual selling channels, using customer insights and data to understand their needs, position relevant solutions, and advance commercial opportunities. This role is ideal for a customer-centric, detail-oriented sales professional who thrives in a fast-paced environment and is motivated by achieving growth and retention targets.

Key Responsibilities

In this opportunity as an Account Specialist, you will:

Manage Renewals and Retention: Own and coordinate the renewal process for assigned accounts, ensuring timely follow-up, accurate documentation, and achievement of renewal targets.

Identify Upsell and Cross-Sell Opportunities: Partner with Account Executives and Account Managers to identify expansion opportunities within existing customer accounts and support the execution of growth strategies.

Manage a High-Volume Book of Business: Effectively manage a portfolio of 200+ customer accounts while maintaining strong customer relationships and identifying opportunities for retention and growth.

Engage Customers Through Virtual Sales Channels: Identify and use the most effective virtual channels to engage customers, validate business needs, and position relevant solutions.

Close Commercial Opportunities: Close assigned renewal and upsell opportunities within a defined geography or as part of a pooled resource model.

Support Account Growth Strategies: Contribute to the development and execution of territory and account-growth plans focused on customer retention, expansion, and revenue growth.

Maintain Customer Relationships: Serve as a key point of contact for customers regarding sales, renewals, and support-related inquiries, ensuring a professional, responsive, and customer-focused experience.

Prepare Commercial Documentation: Prepare and proactively send quotes, contracts, renewal documentation, and other required commercial materials accurately and efficiently.

Leverage Data and Insights: Use relevant customer data, account insights, and sales intelligence to prioritize opportunities, guide customer conversations, and support decision-making.

Manage Opportunities in Salesforce: Use Salesforce and automated, insight-driven workflows to progress opportunities, manage renewal activity, and maintain accurate customer and opportunity records.

Maintain CRM Data Quality: Ensure customer information, account activity, renewal status, and opportunity details are consistently accurate and up to date in the CRM system.

Advance Non-Digital Opportunities: Nurture opportunities that require a more consultative or high-touch sales approach beyond digital-first selling motions, particularly for non-named account renewals and incremental sales opportunities.

Collaborate with Internal Stakeholders: Work closely with sales, customer success, operations, and management teams to ensure alignment, visibility, and effective execution of customer-growth initiatives.

Required Qualifications

You are an ideal fit for the Account Specialist role if your experience includes:

Experience in SaaS, subscription-based services, or a comparable customer-facing sales environment.

Demonstrated ability to manage a high-volume portfolio of customer accounts, ideally 200 or more accounts.

Experience supporting or managing renewals, retention, upselling, cross-selling, and account-growth initiatives.

Strong customer-centric mindset, with the ability to understand customer needs and identify relevant commercial opportunities.

Excellent verbal and written communication skills in English; Spanish proficiency is strongly preferred.

Strong interpersonal and relationship-management skills, with the ability to maintain a professional, approachable, and customer-focused demeanor.

Experience using CRM platforms and sales tools, particularly Salesforce.

Strong attention to detail, organizational skills, and ability to manage multiple priorities effectively.

Analytical skills and the ability to use customer data and insights to support account planning and sales decisions.

Proficiency in Microsoft Office applications and other standard business software tools.

Ability to work in a fast-paced environment, meet deadlines, and maintain consistent performance under pressure.

Motivated, competitive, and positive mindset, with a strong sense of accountability and ownership.

Ability to learn quickly, adapt to changing priorities, and acquire new product, process, and market knowledge.

Availability to work a schedule aligned with customers' business hours.

Preferred Qualifications

Experience working with corporate or enterprise customer accounts.

Experience in a renewal, inside sales, account management, customer success, or sales support role.

Experience managing opportunities through virtual or digital-first sales motions.

Knowledge of consultative selling methodologies and customer-needs assessment techniques.

Experience using data-driven sales workflows, automated outreach tools, and customer-insights platforms.

Experience supporting geographically distributed sales teams or working within a pooled sales-resource model.

Ability to identify when a customer opportunity requires a high-touch engagement model rather than a fully digital sales process.

Experience working in a performance-driven environment with sales, retention, or revenue-growth targets.

Bachelor's degree or equivalent professional experience.

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What’s in it For You?

• Hybrid Work Model: We’ve adopted a flexible hybrid working environment for our office-based roles while delivering a seamless experience that is digitally and physically connected.
• 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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More information about Thomson Reuters can be found on thomsonreuters.com