Job Description

Senior Enterprise Account Executive - Legal and Compliance

GERMAN AND ENGLISH SPEAKING

Corporate legal departments are being transformed as in-house counsel and compliance teams face pressure to cut legal spend, manage risk better, automate workflows, and deliver stronger business outcomes, often with limited resources. AI, analytics, and workflow automation are reshaping how these functions operate.

Thomson Reuters is hiring a Senior Enterprise Account Executive to partner with corporate legal departments, general counsel offices, and compliance teams across the UK and Europe, helping them navigate this change with AI-powered legal technology that delivers measurable impact.

This is a commercially driven role. The ideal candidate can engage senior leaders such as General Counsel, Chief Compliance Officers, and CFOs, combine consultative selling with urgency and accountability, and act as a trusted advisor. They will own the full enterprise sales cycle, from territory strategy and prospecting through multi-stakeholder negotiations to closing and expanding accounts.

Target Customer Profile:

• Fortune 500 / FTSE 100 organisations
• GCO, Legal and Compliance functions.
• Territory revenue: $5M+
• Buying committees of 5-8+ stakeholders and 3+ month sales cycles

Key Responsibilities

1. Enterprise Sales Execution & Pipeline Management

• Own the full sales cycle across lead generation, discovery, solution development, negotiation, close, and onboarding.
• Execute territory strategy, maintain at least 3:1 pipeline coverage, and progress complex multi-stakeholder deals through procurement, legal, security, and executive approvals.
• Deliver forecasts within ±10% accuracy and achieve quota attainment with 30%+ win rates on pursued opportunities.

2. Territory & Strategic Account Planning

• Prioritise target accounts using territory analysis and build strategic plans covering stakeholders, competition, expansion opportunities, and multi-year revenue.
• Develop trusted relationships with General Counsel, Chief Compliance Officers, CFOs, CTOs, and other decision-makers.
• Lead quarterly business reviews and document repeatable practices that strengthen the wider sales organisation.

3. Revenue Growth & Account Expansion

• Grow revenue through new logos, upsell/cross-sell, retention, and renewals
• Position the Thomson Reuters Legal and Compliance portfolio—including CoCounsel Legal, Practical Law, Westlaw, HighQ, and Legal Tracker— against specific customer outcomes.
• Manage customer acquisition, lifetime value, and expansion metrics.

4. Complex Stakeholder Management & Solution Selling

• Lead executive presentations and articulate clear value propositions linked to customer objectives, regulatory needs, and operational challenges.

• Align legal, IT, procurement, security, and finance stakeholders; address competitive positioning and build consensus.

• Ensure a seamless handoff to Professional Services and Customer Success to support onboarding and value realisation.

5. Cross-Functional Collaboration & Sales Organization Development

• Partner with Sales Engineering, Solution Consulting, Professional Services, Marketing, Partner & Alliances to shape solutions, targeting, and campaigns.
• Bring customer and market insight to Product, Marketing, and Leadership; act as the internal voice of the customer.
• Contribute to sales playbooks, methodology, coaching, and organisational learning.

Required Qualifications

• German and English Speaking
• 7+ years of full-cycle enterprise software sales, including 3+ years managing large global / multinational accounts.
• Consistent quota attainment and experience leading long, complex, multi-stakeholder sales cycles.
• Strong knowledge of legal and compliance markets, enterprise buying processes, and AI-enabled legal workflows.
• Proficiency in MEDDIC or an equivalent consultative sales methodology.
• Excellent executive communication, presentation, negotiation, CRM, analytics, and data-driven decision-making skills.
• Ability to document and scale effective sales processes and practices.

Preferred Qualifications

• Experience selling to law firms or in-house legal teams, ideally within legal technology.

• Familiarity with Thomson Reuters or competing legal/compliance platforms.

• Evidence of strategic-account growth, thought leadership, or sales-methodology development.

• MBA or advanced degree welcomed but not required; experience takes priority.

Key Performance Indicators & Success Measures

• Annual quota attainment; 30%+ win rate; minimum 3:1 pipeline coverage; forecast accuracy within ±10%.
• Revenue mix of 50-60% new business and 40-50% expansion.
• 90%+ strategic account retention, customer satisfaction at or above company targets, and increasing average deal value.
• Effective management of multiple named strategic accounts.

#LI-KL1

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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More information about Thomson Reuters can be found on thomsonreuters.com