Senior Sales Executive, Core Growth MLF

Senior Sales Executive

The Medium Law Firm Senior Sales Executive is responsible for renewing and selling Westlaw, Practical Law, CoCounsel, and a suite of innovative solutions, including our cutting-edge generative AI products, to mid-sized law firms within an assigned territory. This individual will leverage their expert consultative sales approach and honed professional demeanor to effectively manage complex relationships, while capitalizing on opportunities within Medium Law accounts. This is accomplished through an in-depth understanding of West's evolving product portfolio, especially our AI-powered legal solutions, along with sales techniques appropriate for a long sales cycle and a keen insight into the evolving needs of the legal profession in order to bundle comprehensive information and technology solutions to meet broad firm needs.

About the Role

In this opportunity as a Senior Sales Executive, you will be responsible for :

• Driving Results : Identify the best channel for engagement with customers, defaulting to virtual for the majority of deals where value is insufficient to warrant travel; Support in developing and executing territory growth strategies
• Closing : Prospect new customers, validate their needs, shape product plans and drive deals to close
• Relationship Management : Focus on new logo acquisition and mid-contract upsell / cross-sell opportunities and renewals
• Product Proposition : Possess core knowledge across products within the sub-segment and engage Sales Specialists where deep product expertise is required to drive to close
• Reporting : Utilize an automated and insight-driven Salesforce workflow to progress deals; KPI's include : Nurturing opportunities and moving more complex sales to close, i.e. New logo sales and existing 'non-named' account incremental sales
• Client & Market Intelligence : Understand specific customer arche@types and needs which are most prevalent within the sub-segment and territory

About You :

You're a fit for the role of Senior Sales Executive if your background includes :